New sales models vs. old sales models, which is better? The old sales models highlight tricks and techniques for getting the customer to buy a product and mainly focuses on “features and benefits” and “the close” in the selling process. The problem with this sales model is that it can come off as pushy or manipulative, and in all truth, that’s typically what it is. New sales models focus more on relationship-based selling and a consultative sales type process where it’s more of just gently nudging them in a direction and consulting clients on a needs-based selling process instead of just forcing everyone into one group and selling to them like they all need the same thing. Win-win scenarios are the end goal of this model, focusing on solution orientation when it comes to client needs. Now what happens if one’s individual selling process doesn’t fall into either of these models? Well, that’s totally fine, and common too, but it is far less effective when one is selling without a system. So we have the old sales models and new sales models, which one is better? The answer to this depends on what specific niche one is working in. Door-to-door sales are probably going to lean more towards the old sales model where they highlight features and benefits and the close as being the absolute most important thing you can do whereas a financial advisor would use a new sales method of relationship building and consultative selling. One pattern I sort of noticed is that old sales models typically align with 100% commission jobs, and new sales models align more with base pay + commission or simply base pay jobs. Another thing that I have noticed and found interesting is that influential sales speakers such as Gary Vaynerchuk, Grant Cardone, or Andy Elliot who have become increasingly popular all fall under the old sales models, but I think the only reason this is the case is that it makes for better content and more motivational talks as no one wants to sit around and listen to how to build a relationship and maybe a sale is a byproduct, they want to hear about how to 100% guarantee a sale and have every trick and tip up their sleeve to counter all rebuttals humanly possible, never the less, I think the new sales model is king and far more superior to the old sales model simply because retention will be a lot higher as well as quality referrals.
SchrieberBE23 
zwolinskilk 
yoderew24
I agree that the new sales model is better for building trust and long-term success. But the old model’s closing techniques still matter—even in relationship-based selling, guiding clients to a decision is key. Also, while influencers like Gary Vee promote old-school tactics for entertainment, they often stress relationships too. In my opinion, blending both models—consultative selling with strong closing skills—is the most effective approach.