What is passive selling?

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For any commercial company, the main source of income is sales. That is why it is so important for managers to know how to properly promote a product. There are different types of sales: passive and active, direct and indirect, personal and impersonal. In this article, we will tell you what passive sales are.

Passive ("lazy") sales are sales of services or goods that occur without the active intervention of the manufacturer or seller. The consumer independently gets acquainted with the offers and makes a choice. He can get advice from a company representative if he wishes. However, the buyer's decisions will not depend on the information source (reviews, the Internet, advertising, word of mouth).

The most common examples of organizations using a complete list of unit mobile phone numbers database this method are online stores, supermarkets, and grocery stores.

The main advantage of passive sales is that companies save time and money on finding customers. Customers themselves come to the office or store with an already formed desire to use the service or buy the product. Refusals in such cases are very rare, and there is no need for "cold" calls.

However, passive sales also have a negative side. Store employees are practically unable to influence the client's decision and improve the outcome of the transaction. The tactics of long-term relationship building do not work here. And since the manager's salary consists of a salary and bonuses, it means that he will not be able to increase his own income.

To make a passive sale, a specialist should behave in a friendly, unobtrusive and open manner. Of course, a store representative should be competent and friendly, able to quickly and effectively solve customers' problems. A competent consultation from a seller is a guarantee that the visitor will contact you again.

The main difficulty in implementing passive sales is that the manager independently identifies the client’s needs and forms an optimal offer in a short time in the absence of additional information.

This type of sales is found in real estate agencies, retail stores, insurance companies, and financial institutions.

The success of a deal is determined by both the competence of the seller and the level of awareness of the target audience. To increase the volume of passive sales, invest more in a marketing campaign. The location of the outlet or office plays an important role.

Carefully select employees. Train them, supervise them, clearly set motivation. Even the most experienced professionals do not always manage to attract a potential buyer and close a deal. Try to be honest with your clients. Make sure that the products are relevant and of high quality.

To achieve success in passive sales, try to understand why the customer decides to buy a specific product. Obviously, it represents a special value for the buyer (has more advantages compared to similar products).