Selling Styles

Your selling style may determine your success. Style is a reflection of personality. If you’re aggressive, you’ll tend to sell that way, or if you like to build relationships, you’ll work collaboratively with your prospect.

Whichever way you go, make sure the prospect is always at the forefront – after all, they can green light or slam on the brakes. Several styles are listed below. Take a look in the mirror and find out which style you favor.

Aggressive selling – You like to be one and done, you don’t have time for sales pipelines or processes. You work best on your own, not on a team. Another name for this style is “Closer.” Closers are great lead generators and are used to closing each sale they tackle. You like to horse trade and like immediate sales even when a long-term relationship is lost.

Relationship building – Relationship builders are adaptable and a bit of a chameleon. They believe in taking the slow train and getting to know the prospect. This style has great success in sales.

Need selling – This style is a bit like relationship selling. Need sellers think quickly on their feet. They’re tactful yet inquisitive and find out what the prospect actually needs before they start to sell. You’re a problem solver and meet the prospect where they are at the moment.

Solution selling – Solution-based sellers are similar to need sellers. This type needs to learn everything possible about the prospect by researching, asking questions and ask others for input, especially the prospect. Also known as collaborative sellers, they tend to be active listeners, search for partnerships and value long-term relationships.

Product selling – The product seller believes in and explains features and benefits and can talk about a product in his/her sleep. Also known as technical sellers, you like to make recommendations, solve problems and come up with rational solutions.

Competitive selling – Competitive sellers are persistent. You overcome objections and don’t take no for an answer. In this way, you are similar to aggressive sellers and will wheel and deal to close a sale. You have a burning desire to be a step ahead of the competition.

Image selling – You make an impression by constant professionalism, individuality, and credibility. You’re really selling yourself, not your product.

Rapport selling – You work to gain trust, befriend your prospect and make them a partner. You must be exceptional at communication, trustworthiness and understanding.

Service selling – You explain terms of service and deliver phenomenal after-sale service and exceed client expectations.

Tell selling – You need to be careful with this style. When you tell prospects the lay of the land, you imply that the prospect lacks knowledge. This is a very one-sided approach. It can lead to prospects feeling defensive and finding flaws with you and your product.

Persuasive selling – You use convincing arguments and back up assertions with statistics. You truly believe in your argument and forcefully give your opinion to the prospect.

Reluctant selling – If you’re this type of seller, you’re the opposite of a closer. You get skittish when you feel the sale is going sideways and can end the call before the talk really gets going. You give handouts then leave.


No matter what type of seller you are, take a look at what you’re doing. There’s always room for improvement.


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Tamera Shaw is a freelance writer for Insured Solutions based in Louisville, Kentucky. She writes fiction and enjoys amateur photography. She happily shares her life with husband Ron, daughter Cate and sage cat, Sophie, who grudgingly shares her home with the newest member of our family – Nieko, our new kitten.


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