There is one key difference between hard selling and soft selling, and that difference is time. Hard selling wants instant results, whereas soft selling is a more long-term approach. Previously, some have argued that soft selling is a much better and more efficient sales process. But hard and soft sales can be effective at the right time and place. By learning and understanding the difference between these two sales methods, salespeople can better understand how to utilize each strategy.
So, what is hard selling? What is soft selling? What are the advantages and disadvantages of hard selling? What are the advantages and disadvantages of soft selling? How can utilizing ringless voicemail benefit the sales process?
This article will demonstrate the differences between hard and soft selling and how ringless voicemail can play a role.
Hard selling is a sales pitch intending to get the consumer to purchase immediately or in the short term. During a hard sales pitch, sales team members will use straightforward language. This sales strategy aims to convince the customer that they need to take action to make this purchase immediately.
Several different strategies can entice a customer into making a purchase. One of the most frequently used forms of a hard sell involves sales professionals suggesting that the product is in high demand with limited quantity. This is done to convince customers they need to buy this product immediately, or they may miss out entirely. This strategy is used by sales reps frequently in industries like real estate or car sales.
On the other side of things is soft selling. Compared to hard selling, soft selling does not look for immediate results. Soft selling focuses more on building customer relations through non-aggressive language, low stakes, and frequent follow-ups. A soft sales pitch aims to develop long-term consumer relationships and encourage repeat purchases.
Soft selling requires sales management teams to utilize CRM (customer relations management). Sales teams frequently utilizing soft selling will often use CRM software such as ringless voicemail drops or text message follow-ups to generate better customer relations.
The advantages of hard selling are straightforward. Hard selling allows for immediate results. This immediate result means the customer gets their product immediately, and the seller gets their sale and commission quickly. Furthermore, well-executed hard sales pitches can only partially shut out the competition, denying them a chance to poach prospective customers.
However, there are definite downsides to hard selling as well. Using a hard sales strategy can push away current or potential customers. By nature, hard selling strategies are focused on the sale rather than the consumer. Hard sales pitches tend to be direct and aggressive, and for many customers, this can be a very unpleasant experience. Rarely does hard selling lead to customers making repeat purchases from the seller.
The advantages of a soft sale are not as apparent as hard selling, but they are just as important. With soft selling, the goal is not to make immediate sales but to build customer relationships. This can lead to repeat purchases from the same customer. Furthermore, soft selling can lead to a better company reputation, attracting more customers. Companies can build a reliable customer base with an effective soft sales pitch.
As for the disadvantages, soft selling takes time and effort. Frequently, soft selling will not result in a quick purchase. This means the salesperson or team must put in frequent effort over time instead of receiving immediate gratification or compensation. An effective soft selling strategy means being patient and doing regular follow-ups with consumers.
Slybroadcast is a productivity savior for busy professionals. Join over 3 million people sending voicemails to cellphones nationwide with our patented ringless voicemail technology in minutes. We know your sales team has a lot to do and every minute you can save with quick messages is a new opportunity to lock down a business opportunity that leads to significant results. For pricing and details on how to get started with a ringless voicemail system, try Slybroadcast today.
With a hard-selling strategy, calls to various random numbers are often used to drum up business. These calls are known as cold calls. Typically cold calls have meager conversion rates for creating new customers. Often effective cold call strategies require large call centers to dial a vast amount of numbers to have any real success. Automation has made it easier to easily dial large numbers, but cold calls still tend to struggle as they don’t provide a pleasant customer experience. More often than not, people receiving incoming calls from an unknown number will not pick up the phone.
However, utilizing a ringless voicemail service like one from Slybroadcast as part of a company’s CRM is an excellent tool for soft-selling strategies. By using ringless voicemail, companies can leave voicemail messages for potential clients without making the initial phone call. With programs like Slybroadcast, the process is almost entirely automated. One single voicemail message can be left on any number of cell phones or landlines easily. One single voicemail allows sales teams to generate a massive outreach while still allowing customers the option to follow up for further information. You are placing less pressure on the consumer by enabling customers to follow up on the voicemail instead of answering a cold call from an unknown number. This less pressure result often leads to better personal relationships between customers and the sales team.
To summarize, hard selling and soft selling are sales strategies with very different goals. Hard selling utilizes direct language and pressure to generate sales quickly. Hard selling can have disadvantages as it can lead to unpleasant customer experiences and rarely leads to repeat sales. On the other hand, soft selling is centered around building positive customer relationships. There isn’t a strict timetable for soft selling. Instead, salespeople want to build relationships with their clients and encourage repeat customers.
One of the best new methods for soft selling is utilizing CRM software like ringless voicemail with Slybroadcast. Ringless voicemail allows companies to reach large pools of potential customers without forcing the customers into an uncomfortable cold call situation. Instead, the customer is given an agency to decide whether or not to follow up for more information.