The new way of selling focuses on…

New way of selling Old way of selling
Mastering why and how people buy … rather than focusing on “how to sell” to customers
Becoming “black belts” at asking about the customer and their individual needs … rather than telling the customer everything there is to know about the product
Building trust and loyalty with customers and building value … rather than trying to satisfy them on price
Becoming responsible for outcomesand measures … rather than hitting targets for quotations presented and unit sales
Focuses on opening the relationship in the first place … not ‘closing’, ‘objection handling’ or negotiating
It’s pull … not push!
It’s fun and enjoyable for the customer and sales person … rather than “hell on earth”