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Soft Sell vs Hard Sell

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A soft sell is a promotion or person-to-person sales technique that is indirect. It may focus on building a reputation and relationship with customers.
A hard sell is a direct approach to promotion and sales. It is characterized by aggressive sales pitches and repeated calls to action. A hard sell may also make strong claims to address common objections.

Soft Sell vs Hard Sell

Salespeople are often described as having either a farmer or hunter approach. Soft selling is associated with "farming" whereby a salesperson seeks to grow a lucrative and loyal customer base. In terms of advertising and promotion, a soft sell may do nothing more than associate a positive emotion or idea with a brand. This tends to benefit large firms that have a wide presence whereby brand recognition and image can boost sales. A soft sell can act as a type of countersignaling that demonstrates confidence and status. In other words, it never appears desperate for a sale.
Hard selling is considered a "hunting" approach to sales whereby a salesperson aggressively seeks an immediate sale. Sales pitches may be dramatized and direct with a variety of objections handled with promises such as guarantees or customer references. Price is immediately presented often with some type of discount already applied. Calls to action such as "buy now", "call now" or "can I wrap this up for you" are pushed forward early and often. Hard selling is a uncommon skill and a salesperson who is good at it can be a valuable resource to a firm that needs to push sales forward.
Soft Sell vs Hard Sell
Soft Sell
Hard Sell
Definition
An indirect path to sales that focuses on reputation and relationships before closing.
A direct path to sales that aggressively seeks to close as early as possible.
Associated With
Brands
Large firms
Complex Sales
Small firms
One time sales
Next: Closing Techniques
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Reversal Close
Bogey
Sales Strategy
Call To Action
Door In The Face
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Foot In The Door
Hard Selling
Influencing
Message Framing
Nudge Theory
Showmanship
Soft Selling
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