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Sales Today

Dec 29, 2022

'Olde Worlde'. This is being old fashioned.


It is when salespeople are too self-centred rather than customer focused, too technical in their approach or use bad techniques better suited to a bygone era of selling.


We can counter this by getting up to date.


Flip attention to the world of the customer.


Follow an approach that identifies issues rather than forces a solution.


Focus on things that actually work rather than old school tricks.

We can still learn from some of the solid sales best practice but must ensure that everything we do has the appropriate modern twist.


Staking our success on something that worked 30 years ago is risky if it doesn’t add value for customers.


Consultative selling is no longer enough – are you stuck in the past?


Take the scorecard: