The art of sales has changed rapidly throughout the years. With everyone living in a digital world and using the internet, customers can gather information online, and learn about the product and the company before the sales pitch. For a salesperson, the power of the internet can also help them to understand more about the customer, and conduct research before the sales conversation. Let’s take a look at the difference between the older sales model vs. the new sales model.
The Older Sales Model
The older models of sales emphasized tricks and techniques for getting the customers to buy. and some techniques often came off as manipulation to the customers. the focus was often on the features and benefits of the product rather than finding out what the customer really needed, and it also focused on doing everything they could to close the deal. The persuasive skills of the salesperson were the key for the older sales model.
The New Sales Model:
The new sales model is also known as the contemporary model, and it focuses on relationship-based selling. Instead of selling on features and benefits, it is more of a need-based selling. finding out what the customers need, and what they are struggling with, and providing solutions. This type of sale not only shows respect for the buyer but also forms a trusting relationship between buyer and seller, which is a win-win scenario.
The evolution from the older sales model to the new sales model represents a fundamental shift in approach, placing greater emphasis on understanding and addressing customer needs rather than relying on manipulation and persuasion.
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