The key differences between the new way and the old way of selling
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” |