Lynda ArtesaniLegal Accountant and Data Migration Specialist at The Proper Trust

What is your reaction to traditional methods of selling?

22 Sept 2023 · 1 min

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0:50

In this segment, the speaker (Speaker A) critiques the conventional sales approach that relies on a features‑and‑benefits pitch, objection handling, and the “always be closing” (ABC) mantra. He argues that modern buyers love the act of purchasing—citing the convenience of Amazon—but despise feeling sold to. The discussion highlights a disconnect between outdated sales tactics and contemporary buyer expectations, suggesting that persisting with traditional methods triggers resistance and protective behavior in prospects.

Chapters

Salespeople today continue to follow a traditional method of selling, which is features and benefits and overcoming stalls and objections. And then I know you've both also heard of ABC, always be closing, right? Yeah, yeah. The problem is, like you said earlier, Linda, we're all buyers, and as buyers, we love to buy. I love to buy. Oh my gosh, Amazon is my best friend. I can order something right now and it'll probably be here between 5 and 10 PM tonight, right? Yeah. I love going online and looking for stuff and going and buying it or having it delivered. We Mm-hmm. But we hate to be sold. Yeah, so true. And salespeople today are still following a traditional methodology for selling, which we're all familiar with. And when we start to hear it, we get a little whiff, and then we protect ourselves.