Sales and marketing folks have so abused customers over time that everyone has a heightened Distrust-O-Meter. That fast talking, slick, perfectly polished sales person makes people cringe. Leading off the meeting by presenting a beautiful deck of what the company can do can actually be a turn off. High pressure sales makes people want to walk away.
What I see more and more now is what experts are calling “authenticity”. Sharing without artifice. This is about listening first. And if there is an opportunity, sharing a view point or offering a product or service that is core to what you do. It’s about understanding that your solution is not right for everyone and knowing that is okay. It is also about understanding before the call that you may not make this sale because you don’t know yet what this person’s needs are. It’s about being generous and coming from a place of service. It’s trying to make a real connection.
Defensiveness, boldness and manipulation don’t work.
So, old sales vs. new sales? It’s the kind, generous, thoughtful, listening expert that will win the sale over the salesy-sales guy any day.