• Unit 9: Selling Strategies

    In this unit, we will learn about different selling strategies and how a salesperson can adapt their selling style based on the situation and the customer's behavior. We will explore consultative selling as well as the SPIN model of selling. An important point to remember is that a salesperson must adapt to the selling situation. Some customers will prefer that the salesperson just give them the facts, while others will like to establish a rapport with the salesperson. We will learn more about that in the Adaptive Selling section.

    Completing this unit should take you approximately 2 hours.

    • Upon successful completion of this unit, you will be able to:

      • analyze the concept of consultative selling;
      • apply the SPIN Model of selling;
      • compare and contrast the four social styles of customers; and
      • adapt sales strategies to the four different customer types.

    • 9.1: What Is Consultative Selling?

      Consultative selling is a relationship-based sales approach in which the salesperson acts as a consultant to the customer. Instead of pushing a specific product, the salesperson offers solutions to potential customers based on their needs and pain points.

      • Consultative Selling Page

        Watch this video to learn how good salespeople demonstrate their expertise in the industry and show how they can help the customer and earn that relationship through their expertise. Another key point is that people don't just buy from people they like – they buy from people they trust.

    • 9.2: The SPIN Model

      You may recall that we discussed elements of the SPIN model in Unit 5 when we discussed the importance of asking questions and learning about our customers. We are revisiting that concept here as one of many sales strategies.

      • Using Questions in the SPIN Model Page

        Watch the video on SPIN selling, and make note of the examples of the different types of questions that a salesperson should ask to assess the customer's needs and help them find a solution to the problem.

    • 9.3: Adapting to Social Styles and Customer Types

      In this section, we will learn about the four social styles and how different people have different ones. A good salesperson must be able to adapt their selling style to meet the needs of the customer's social style. The four social styles are Analyticals, Drivers, Amiables, and Expressives.

      • Adaptive Selling Book

        In this section, we will learn how a salesperson customizes their selling style based on the situation and the customer's social style. Complete exercises 2 and 3 at the end of the section.

    • Unit 9 Study Resources

      This review video is an excellent way to review what you've learned so far and is presented by one of the professors who created the course.

    • Unit 9 Assessment

      • Unit 9 Assessment Quiz
        Receive a grade

        Take this assessment to see how well you understood this unit.

        • This assessment does not count towards your grade. It is just for practice!
        • You will see the correct answers when you submit your answers. Use this to help you study for the final exam!
        • You can take this assessment as many times as you want, whenever you want.