TouchPoint Selling

Jun 9 2008 12:13PM | Permalink | Email this | Comments (1) |
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By Glen Singer

It's amazing how much I hear about going back to "The basics." Back to the “blocking and tackling of selling”, some say. Others call it, “The fundamentals”. I call it “Crazy”. And for good reason. Look at what’s happening in the world today … and all of the things that have changed:

• The housing market has changed
• Incentives have changed
• Management philosophies have changed
• The stock prices have changed
• Interest rates have changed
• Land prices have changed
• And most of all … customers have changed

We’re living in a world of inconsistancy… one that’s evolving and reinventing itself nearly everyday. And we’re talking about going back to the fundamentals or basics of selling? Who thought of that?

I’ve said it before and I’ll continue to say it. Today’s customer doesn’t respond to the “old sales approach”. And if you think that adding a little “discovery” to the sales mix might be the answer … you’re wrong there too. “The Basics” … if that’s what some people want to call it … has to be a whole new way to sell. That makes my last few questions easy.

If the training was so good in the first place … why aren’t we beyond the basics? And why aren’t we already utilizing advanced selling techniques? Why do we want to “go back” to something that didn’t work that well in the first place? Especially with a customer that’s so different!

Could going back to the basics be a way to re-package “the same old thing”?