In this episode of the Centricity podcast, our host Will Riley meets with Jeremy Miner, author of The New Model of Selling: Selling to an Unsellable Generation. They discuss meeting new challenges as a seller
It’s Time For Sellers to Adapt
More than ever before, consumers have access to plenty of information about all of the products people are trying to sell to them. They no longer need a salesperson to be their consultant.
It’s good to learn about foundational elements of sales from older books, but they focus on “transactional selling,” which is less and less relevant.
Prospects are used to being sold to. When they hear “salesy” talk, they shut down - sellers need to build actual trust with prospects through tonality and asking the right questions.
Moving Beyond Logic
When a seller seems aggressive or desperate, prospects shut down. Using different tones and facial expressions, you can open them up.
Prospects are predisposed to say “no” when you start selling to them. Ask them questions like, “Are you opposed to discussing this further?” Make the ‘no’ work for you!
Stay away from surface-level questions if you are interested in deeper answers.
Resources
To dig deeper into these topics and many more, pick up a copy of The New Model of Selling: Selling to an Unsellable Generation by Jeremy Miner and Jerry Acuff on BarnesandNoble.com.
