Imagine that you’re a prospect working with two salespeople from competing companies at the same time: one uses hard sell tactics and the other uses soft selling techniques.
The first sends you an obviously canned email asking for a five-minute call, followed up with a demo, the demo with a pitch — and before you know it, they're asking for the close. The other salesperson takes time to create a pitch for you that will match your company's goals. After due diligence, they work with you to ask for a close that meets your budget and team needs.
Which salesperson would you rather give your business to? The one using the soft sell strategy, right?
Chances are, you are familiar with the hard sell: asking for the sale in a straightforward manner in an effort to close as quickly as possible. But a soft sell is much different and requires a little more finesse. In this article, we'll guide you through the art of soft selling. But first, let's compare it against the hard sell.
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