Posted in Selling & Persuasion

Old vs New way of selling – the complete list

What is the difference between the OLD and the NEW approach to selling. Or maybe the distinction is between the COMMON and the RARE approach to selling? Of course this ‘new’ approach is the one we advocate and train. (Learn more here.)

  • The OLD way (arguably the wrong, but still most common way) is to train and encourage your staff to SELL.
  • The NEW way (and, IMHO, the correct way) is to train your staff to help the customer to buy.

Moonyeen came up with a list of 23 distinctions between the old and the new – each of which will take careful consideration in order to be applied operationally. The list below is NOT just wordplay and semantics. It takes a complete mind shift to adopt this approach – and I will prove it to you…

I published a summary earlier, but rather than send you back to that, here is the complete list – let us know what you think?

(and thanks Dave P for reminding us…)

 

THE OLD WAY

THE NEW WAY

Sales person the focus

Customer the focal point

Targets

Ego, achievement, social, joy, fun

Me

YOU

Products

Needs

Present the choice

Make the choice

Price & Discounts

Value

Talk to

Talk with

Product knowledge

Customer Foresight

Mouth

Multi-sensory

Goals

Process

Win/lose

Win/win

Individual

Relationship

Features

Emotional benefit

Products

Solutions

Commitment to business

Commitment to customers

Push

Pull

Edit

Curate

Customer

Friend

Statistics

Loyalty

Data base

Social communication

Rules

Agreement

Steps

Structure

Reasons provided

Values/sharing

Merchandise

Story

Tell

Tell and listen

Get your customer to trust you

Trust your customer

Say to your customer “can I help you”

Ask your customer to help you

Solve problem

Pre-empt solution

Maintenance of relationship

Growth of relationship

Outcome focussed

Process focussed (system thinking)

Manage expectations

Meet expectations

CRM

Authentic conversation

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