sell grid theory

The Grid Theory of Selling

The Grid Theory of selling is a sales and marketing technique developed in the 1950s by H.J. Gordon. Over the years, the Grid Theory of selling has become a favorite amongst sales and marketing professionals for its effectiveness in generating sales and revenue. The grid theory uses the power of persuasion and influence to get a customer to buy.

The focus of the Grid Theory of Selling is on the customer. The focus is not on the product or service being sold, but what the customer needs and wants. By understanding the customer’s needs and wants, the salesperson is able to tailor the sales presentation to meet those needs and wants. The salesperson must also be able to effectively present the solution to the customer and convincingly explain how it will provide the desired results.

The grid theory of selling is based on the idea of “selling on two dimensions.” The two dimensions refer to the customer’s needs and wants, and the capabilities of the product or service being offered. In order to be successful in selling the product or service, the salesperson must determine how their product or service matches the customer’s needs and wants. This is done using the Grid Theory of Selling (see figure 1).

Figure 1: The Grid Theory of Selling

The grid is composed of four components - Needs/Wants, Emotional & Economic Benefits, Delivery, and Pricing. Depending on the customer’s needs and wants, the salesperson must be able to demonstrate how their solution will provide the customer with the desired results. These results can be emotional or economic in nature. The salesperson must also be able to demonstrate how the solution will be delivered and the associated cost of the solution.

Using the grid, the salesperson can create a narrative that links the customer’s needs and wants to the capabilities of the product or service being sold. This narrative should also include any features and benefits of the product or service that will meet the customers needs and wants.

The Grid Theory of Selling also has many other uses. It can be used to develop sales presentations, create sales forecasts, and even analyze the effectiveness of sales strategies. By understanding the customer’s needs and wants, salespeople can develop effective sales strategies that are tailored to the customer’s needs.

In conclusion, the Grid Theory of Selling is an effective and powerful tool for generating sales and revenue. It is based on the idea of “selling on two dimensions” – the customer’s needs and wants and the capabilities of the product or service being sold. By using the grid, salespeople can create a narrative that links the customer’s needs and wants to the capabilities of the product or service being sold. This in turn can generate increased sales and revenue for the company.

The Foursquare Theory

The Foursquare Theory is a marketing strategy tool used to plan and define the four marketing activities associated with product announcements. This theory employs planning and creativity to think through all aspects of the marketing process and consider the actions that need to take place for successful product launches.

At its core, the Foursquare Theory follows four key stages: promotion, education, promotion and sales. Promotion involves creating awareness and interest in the product and brand, by utilizing advertising and public relations tactics. Education involves educating consumers about the product and how to use it, by producing helpful tutorials and product feature demonstrations. Promotion follows the educational stage, with more focused activities to create purchase intent and positive attitudes towards the brand. Finally, the sales stage involves executing a successful sales strategy to increase revenues and maximize profits.

The Foursquare Theory is a useful tool for organizations to assess all activities associated with product launches. A clear, comprehensive plan is essential to ensure that every stage is successful, and that all activities are tailored to the needs of the target audience. It also helps to keep an eye on the competition, and anticipate any changes or developments in the market.

The Foursquare Theory is adaptable for virtually any product in any industry, and can be adjusted for new products or those already in the market. It can also be used to enhance existing product launch materials, preparing and implementing activities according to the four stages.

The Foursquare Theory is an effective and efficient way to plan, implement and evaluate all marketing activities for a successful product launch. With the right combination of planning, creativity, research and implementation, organizations can ensure that their product launch campaigns are successful.