8 Types of Sales Tactics

For the successful achievement of any strategy, tactics are an essential element, and in something as important as sales, companies must use different types of sales tactics to achieve your strategic objectives.

What are sales tactics?

The sales tactics are specific actions that comprise a sales strategy designed with the objective of achieving commercial goals, which are characterized by being measurable and achievable in the medium term.

Chiavenato and Sapiro (2017) argue that “Strategies are broken down into tactics for the medium term, which allows realignments to be made to immediately achieve some limited objectives. Tactical plans correspond to each department or unit of the organization and focus on the medium term, that is, the annual exercise." (p. 38)

8 Types of Sales Tactics

There are different types of sales tactics that can be applied depending on the defined strategy, its objectives and target audiences.

Product-Based Sales Tactics

Product-Based Sales Tactics They focus on highlighting the features, benefits and advantages of what the company offers, and is supported by detailed presentations, demonstrations and samples so that the client can appreciate the quality and usefulness of the product.

For these tactics, a deep knowledge of what is being sold is essential, allowing the seller to respond to questions and objections efficiently.

Among the most common product-based tactics are:

Live demos.
Free samples.
Comparisons.
Extended warranties.
Customer testimonials.
Technical sheets.
Limited promotions.
Certifications.
Exclusiveness.
Up-selling and cross-selling.
Attractive packaging.

Price-Based Sales Tactics

Price-Based Sales Tactics refer to actions that use the cost of the product or service as the main attraction to persuade the customer; with the aim of making the value proposition more attractive from an economic point of view, encouraging the customer to make a purchasing decision more quickly.

Price-based sales tactics include:

Discounts.
Limited time offers.
Bonuses.
Packages or combos.
Loyalty programs with price incentives.
Psychological prices.
Flash sales.
Financing or flexible payment terms.
Price guarantee.

Urgency-Based Sales Tactics

Urgency-Based Sales Tactics They seek to accelerate the customer's purchasing decision by creating a feeling of scarcity or limited time; These tactics play on the fear of losing a unique opportunity, encouraging you to act quickly.

By presenting a narrow window to take advantage of an offer, raising the possibility of a product going out of stock, you encourage customers customers to make faster decisions, minimizing the possibility of the customer postponing the purchasing process for another time.

The most common sales tactics based on urgency are:

Limited time offers.
Flash sales.
Countdown timers.
Products with limited stock.
Last chance offers.
Bonuses for first buyers.
Last call announcements.

Sales tactics based on upselling and cross-selling

The sales tactics of“upselling” and “cross-selling” They focus on maximizing the value of a transaction by offering additional products or services.

He “upselling” encourages the client to consider a higher or more expensive version of the product or service you plan to purchase, highlighting its additional benefits; on the other hand, the “cross-selling”suggests complementary products to the main article, enriching the customer experience.

Both tactics not only increase sales, but also add value to the customer by presenting them with options that potentially better meet their needs or improve their shopping experience.

Sales tactics based on customer relationships

Sales tactics based on customer relationships They emphasize building and maintaining personal connections and trust, Rather than focusing on just one transaction, these tactics seek to understand and address individual customer needs over time.

Through meaningful interactions, after-sales follow-up, loyalty programs and listening Actively, companies cultivate long-lasting relationships that can result in repeat purchases and references; With these tactics, customer loyalty and satisfaction are valued, recognizing that a satisfied customer can be a valuable advocate for the brand.

Some tactics based on the relationship with the client are:

Loyalty programs.
After-sales follow-up.
Personalized attention.
Exclusive events.
Satisfaction surveys.
Referral programs.
Access to premium support.
Personalized offers.

Sales tactics based on social influence

Sales tactics based on social influence They rely on the human tendency to consider the actions and opinions of others to make their own decisions.; These strategies exploit the desire for belonging and social validation, motivating customers to act based on what they see others doing or recommending.

Seeing that others trust or choose a product, potential buyers may feel more inclined to do the same, perceiving that option as more reliable or desirable.

Sales tactics based on social influence include the following:

Customer testimonials.
Reviews and ratings.
Influencers and brand ambassadors.
Popular sales indicators.
Seals of approval.
Content generated by users or consumers.
Referrals and affiliate programs.
Mentions in the media.
Community events.

Sales tactics based on education or training

Education or training-based sales tactics focus on providing the customer with valuable information and relevant knowledge to help them make decisions. informed decisions, that, instead of making a direct focus on sales, these tactics seek to empower the customer through educational content, demonstrations and workshops.

Furthermore, by establishing themselves as a reliable source of information, companies strengthen trust with the client, positioning themselves as experts. in their field, this not only facilitates the client's decision making, but also strengthens the long-term relationship and perception of the brand.

The most implemented sales tactics based on education or training are:

Webinars and seminars.
Tutorials and demos.
Online courses.
Blogs and articles.
E-books and guides.
Free consultations.
Demo days.
Quizzes and interactive tools.
Fairs and conferences.
Educational email campaigns.

Sales tactics based on digital marketing

Sales tactics based on digital marketing They take advantage of online platforms and tools to reach, attract and convert potential customers. Through techniques such as paid advertising, SEO, email marketing, and social networks, companies can segment and personalize their message for specific audiences.

These actions allow for a more direct and measurable interaction with the customer, constantly optimizing to improve return on investment.

The most common sales tactics based on digital marketing are:

PPC (Pay Per Click) Advertising.
Social media marketing.
Email marketing.
SEO (Search Engine Optimization).
Affiliate marketing.
Retargeting or remarketing.
Content marketing.
Webinars and virtual seminars.
Influencer marketing.

Conclusion

sales tactics They are a key factor in effectively achieving the objectives of a sales strategy, and although there are different types of tactics, these They can be used in different combinations and adapted according to each strategy, the market situation, the type of customer and the product or service being sold.

However, it is important to use ethical tactics that build trust and truly add value to the client if you want to generate excellent results.

Bibliographic references

Chiavenato Idalberto and Sapiro Arão. (2017). STRATEGIC PLANNING Fundamentals and applications. Third edition. MCGRAW-HILL INTERAMERICANA EDITORES, S.A. of C.V. ISBN: 978-1-4562-5663-0.