18 Questions
What is a common old-timey sales technique mentioned in the text?
The assumptive sale
Which term is synonymous with 'ABC' in the context of sales?
Always Be Closing
What is a problem with applying high-drama boiler-room selling techniques?
It involves psychologically pressuring prospects
Why are traditional sales methods unsettling to modern consumers according to the text?
Consumers are used to instant access to information
Which of the following behaviors is NOT encouraged in modern sales practices?
Appealing to fear, greed, and pride of prospects
What common phrase in sales is mentioned in comparison to 'Kool and the Gang’s “Celebration”'?
'It’s a numbers game'
What is crucial for becoming a stellar salesperson?
Defining selling in the right way and implementing skills aligned with human behavior
What is the key message conveyed by the Icelandic pop pixie Bjork's song "Human Behavior"?
Engaging with people is ever so satisfying
What is the cornerstone of the authors' beliefs and approach, according to the text?
Engaging with human behavior
What is the secret mentioned in the text?
There is no unsellable generation; there's only an incompatible generation
What is the purpose of the book "The New Model of Selling: Selling to an Unsellable Generation"?
To assist readers and their teams in moving more people and procuring more sales
What approach to selling will work for any product or service, regardless of industry?
The approach outlined in the book, which focuses on human behavior
What does the passage suggest is the epitome of sales selfishness?
Caring solely about the sale, not about solving the customer's problems
According to the passage, what can prospects quickly sense about a salesperson who uses a traditional selling approach?
That the salesperson is pushy, needy, and trying to force-feed them with sales tactics
What does the passage suggest a salesperson should do in order to be successful with modern consumers?
Lose the approach of being pushy and needy when dealing with customers
According to the passage, what is the main difference between the "New Model" and the traditional selling approach?
The New Model is more effective in the modern digital marketing landscape, while the traditional approach is outdated
What is the primary driver behind the "numbers game" approach described in the passage?
The sales manager and leaders who have not yet learned how to use human behavior to their advantage
What is the primary purpose of the "transcript" example provided in the passage?
To illustrate the differences between the New Model and the traditional selling approach
Study Notes
The Old Sales Model
- The traditional sales model is outdated and no longer effective in today's information age.
- Techniques like the assumptive sale, ABC (always be closing), feel-felt-found, trial close, demonstration close, and being relentless are no longer persuasive.
Pressuring Prospects Isn't Effective
- The high-drama boiler-room selling approach, which involves psychologically pressuring prospects into a purchase, is not only ineffective but also gives salespeople a bad reputation.
- Appealing to fear, greed, and pride is not a successful sales strategy.
The New Model of Selling
- The new model of selling involves understanding human behavior and adapting to the modern consumer.
- It requires defining selling in the right way and implementing advanced skills that align with human behavior.
- The new model focuses on engaging with people on a human level, rather than relying on outdated techniques.
Understanding the Modern Consumer
- The modern consumer is sophisticated and has access to a vast amount of information at their fingertips.
- They can easily detect if a salesperson is too attached to making a sale and only cares about the sale, rather than solving their problems.
- The new model of selling requires adapting to the modern consumer's needs and behaviors.
Test your knowledge on recognizing signs of sales selfishness, where the focus is solely on making the sale rather than solving customer problems. Explore how behaviors driven by sales managers can impact the sales process and customer relationships.
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