The ‘Old School’ Factors that Lead to 21st-Century Sales

The ‘Old School’ Factors that Lead to 21st-Century Sales

Reader Comments (7)

  1. I’m pretty good at creating “know, like, trust” but the last step, the offer is my Achilles heel.

    Back when my wife was my girlfriend I planned an elaborate and expensive proposal. I had her friends come from out of town, I purchased a diamond ring from Tiffany, and I booked an entire floor at a restaurant in Tribeca. I pumped up the excitement, erased all fears, and was pretty clear on what I wanted – lifelong commitment and love.

    When I make marketing offers I’m totally different. My proposals are more like mumbled suggestions during a date. If you frown, or take time to think, or aska question, I say “hey, forget it, let’s catch this movie”. 😳

    Like you Sonia I wanted to get better at salesmanship, so I went back and studied what makes a solid offer. I wrote about it this week on LinkedIn. Click on my name and it will take you directly to the post.

  2. “All things being equal, people will do business with, and refer business to, those people they know, like, and trust.?

    I really like this quote. It is so true that if we as marketers are not able to connect with our customers, or build trust, then it is very difficult to do business with them.

  3. Hi Sonia,

    This is deep. There’s still more one can learn from some of these traditional sales experts that ever walked this planet.

    Tom Hopkins and Zip Ziglar are men whose decision works are worth reading.



  4. I believe sales does not have to sound so scary as long as the product or service you provide for the people will really benefit, you got to believe in it 100 percent. If that is the case the energy you convey to the people will be whole lot of different becauase you are gonna vibrate at such a high frequency of caring and understanding and altruism that they will feel you.

    Then all the issues about trust, connection and altruism will be automatically resolved because you have already put yourself in the position to succeed by tapping into a higher power, which is not to make the sale but to inspire the person or make an impact in her/his life. So the critical factor I believe is the right mindset or psychology of finding the hot spot of where you can tap into a higher “power” or “service” with your product. Once you are convinced about it all by yourself, every single other point will be handled cause you will sell 100 percent more authentically :))))

    • I seem to work the opposite way. The more I believe in the product or service, the more anxiety I have about the offer.

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