StudentShare solutions
Triangle menu

Why is Face to Face Selling Important in a Time when Technology is Seemingly Important - Essay Example

Not dowloaded yet

Extract of sample
Why is Face to Face Selling Important in a Time when Technology is Seemingly Important

When you are starting out small, you are probably going to have to do a lot of selling in order to jump-start your business. Your effectiveness as a salesperson will be an absolutely critical factor in the success of your business. Later, as your business grows and prospers, you may be able to delegate more and more of the selling process to your employees. The majority of the products and services being sold business to business, as well as many sold to consumers, require a personal sales talk.
Now, one disadvantage of selling by telephone or any other high-tech means is the lack of face-to-face contact (Wiersema, 1996). When you are sitting with a prospect, it's much easier to read their body language. You can see the look on their face when their confused about something you said. You can see the delight when you hit a hot button for them. You can read the shifts in their body as they respond to your every word. Non-verbal communication is missing when you sell by phone or by e-mail.
Selling over the phone or any other non face-to-face means puts you at a huge disadvantage because numerous studies have shown that 55% of what we communicate is non-verbal. This technique will give you back the advantage you might have lost. By asking questions that solicit a response from your prospect you will get an idea of what's going on inside the prospect's mind.

Another disadvantage of selling through high-tech gadgets is that it is somewhat like to traditional selling. Traditional selling entails the use of sales "scripts" that are both awkward and unnatural. Dozens of memorized closes, questions rigged with "tie-down" lines tricks the prospect into saying "yes", etc. This traditional selling sequence is contrived, and goes against natural flow of the prospect. And even when customers buy as a result of these high-pressure tactics, it's not because they want the product but because they are cornered or intimidated into the sale. On the contrary, selling face-to-face can get you into the mind of your prospect. Mind reading, as used ethically in sales and marketing, is simply the process of observing and utilizing natural human tendencies to sidestep the natural defense barriers that are obstacles in the sales process. In this manner, your prospect is a voluntary and willing participant, and becomes happily involved in a buying decision that you have rendered painless and even enjoyable. The sales process becomes a matter of just providing only the specific information in the order and context that your unique prospects require to buy. Since you're going to your prospect's natural flow, and using a selling sequence to which your prospect is naturally inclined, you eliminate any resistance. Selling couldn't be any easier.

Further, face-to-face sales are one of the most original forms of marketing (Stone, 1997). In the past, door-to-door sales accounted for a significant percentage of sales for many companies. Companies like the Fuller Brush Company, Avon, and others have had great success with face-to-face sales over the years, and continue to use door-to-door marketing today, expanding their sales around the world (Treacy, et ...Show more

Summary

Face-to-face selling can require a lot of time, energy, and expense, but the payoff can be tremendous. Despite all of the new high-technology alternatives, an in-person sales presentation is the single most powerful marketing tool in use today. National television advertising, telemarketing, e-mail, or print advertising have nowhere near the ability to motivate a particular customer to actually place an order as face-to-face selling…
Author : connellytalia
Why is Face to Face Selling Important in a Time when Technology is Seemingly Important essay example
Read Text Preview
Save Your Time for More Important Things
Let us write or edit the essay on your topic
"Why is Face to Face Selling Important in a Time when Technology is Seemingly Important"
with a personal 20% discount.
Grab the best paper

Related Essays

Important Attributes in Entrepreneurship
This essay is a project of starting a diesel repair business in Southwest Virginia. The project will cover the following: options; preparing a business plan; analyzing business needs; analyzing risks and costs involved in entrepreneurship; minimizing the risks; rewards; legal aspects; market and industry analysis; success of the diesel repair business.
19 pages (4750 words) Essay
Public face, private face
Yet, after all that is said and done, I simply do not believe that my private self is any different from my public face. Frankly speaking, since ages, the concept of self has been designated to the realm of philosophy. Yet, sadly, all the philosophical meditations carried on till now have much obfuscated the concept of self, making it more vague and amorphous.
2 pages (500 words) Essay
Face Recognition
Given the value of being able to recognize faces, both at the individual level, and at the social level; research in cognitive sciences has helped in understanding the principles that affect this process and the problems and errors that are likely to be committed.
3 pages (750 words) Essay
Face Processing
But, one must ask, is there anything special about faces a category that would be identifiable The biological and evolutionary aspects of face processing goes back to our earliest ancestors. In ancient times, people (especially women) had to have good face recognition abilities, because if they didn't, they would not know if the person coming towards them would be friend or foe.
3 pages (750 words) Essay
Face Recognition
Face recognition is chiefly used in forensic science. The technicalities in recognition process are the ongoing research modalities. The use of face recognition in judiciary involves both the identification part of the process and the confidence part of the eye witness.
9 pages (2250 words) Essay
MARKETING: ethical challenges marketers face when developing an IMC campaign
ed by financial departments and production department uses it to finally reach into the hands of the consumer who is the end user or the product or services. Marketing Ethics deals with the moral principles and regulation of marketing activities existing within the organization.
5 pages (1250 words) Essay
Are suppliers important for ebusiness B2B solutions when developing
2B electronic infrastructures, the technical sophistication line of attack to interior trading channels should embrace the ability to communicate in myriad channels as well in myriad formats. Since (EC) involves accomplishing of commerce deals through by means of electronic
6 pages (1500 words) Essay
Spontaneous face-to-face communication
In the process of face-to-face communication very often non-verbal communication plays a greater role than verbal communication. The social actors communicate in accordance with templates and clichés and it is hard to prove to the audience who consider beauty as a virtue that a person who is not beautiful may be talented.
7 pages (1750 words) Essay
Why is collaboration technology important
Also the reason that collaboration technology brings the end closer and solves the quandaries makes it an even viable fit for the organizations. The employees are therefore at a definite positive when making use of the collaboration technology software. An example
1 pages (250 words) Essay
Challenges organisations may face when participating in social networks
This concept has also provided the organizations with a new dimension of progress by making them learn in an educationally harmonious environment. “As communities of practice generate knowledge,
2 pages (500 words) Essay
Get a custom paper written
by a pro under your requirements!
Win a special DISCOUNT!
Put in your e-mail and click the button with your lucky finger
Your email
YOUR PRIZE:
Apply my DISCOUNT
Comments (0)
Rate this paper:
Thank you! Your comment has been sent and will be posted after moderation