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Rico Mallee

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What is the difference between traditional sales techniques and the new sales model? If you browse business magazines, sales training books, and other traditional sales training materials, you'll likely find things like: Accept that rejection is a part of the job. Sales is a numbers game. You need to get a lot of no's to get to a yes. Always be closing. In the traditional sales model, it's all about pushing and closing deals. Buy or die. It's the seller-against-the-buyer mentality, and it's like you're going to battle with your prospects every day, trying to manipulate them and win them over. Now ask yourself, how often do your potential customers deal with these kinds of dated sales techniques? That's right! Every day. Do you really think your customers don't see through your sales pitch right away? And what happens then? They go on the defensive, come up with objections, and then reject your offer. Did you know that traditional sales techniques are in conflict with everything we know about building relationships? Wouldn't it make sense that selling is about creating value and building new customer relationships? Think about it, do you like being forced to buy something, or would you rather talk to someone whose only intention is to help you? The average salesperson will always get a lot of rejections and objections when they keep using traditional sales techniques and present their solutions too early. The new sales model The new sales model is all about building relationships and creating value. It's about understanding your customers' needs and then providing them with solutions that meet those needs. It's also about building trust and credibility. When your customers trust you and believe in your product or service, they're more likely to do business with you. The new sales model is more challenging than the traditional sales model, but it's also more rewarding. When you build relationships with your customers and create value, you're not just making a sale, you're building a business. Here are some tips for using the new sales model: Get to know your customers. What are their needs? What are their pain points? Build trust and credibility. Be honest and transparent. Do what you say you're going to do. Create value. Offer solutions that meet your customers' needs. Be patient. It takes time to build relationships and create trust. The new sales model is the future of sales. If you want to be successful in sales, you need to learn how to use it.

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