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Most sales methodologies are based upon the antiquated Qualify, Present and Close model. This selling process dates back to the early 1900's as our country entered the industrial revolution. Instead of working on the family farm, people took jobs in factories and offices. Selling, and the hiring of salespeople was a natural part of that business evolution. Factories began mass-producing all kinds of goods and they needed people to mass sell them, thus the hiring of salespeople.
The Old Model
What did a salesperson have to do in those day? Find someone (Qualify), show him what he had to sell (Present) and ask for the order (Close). Back in those early years of the industrial economy it really was about that simple.
What complicated matters was travel and communications. Phone service, if it was available, was hit-or-miss. Educating prospective buyers on the products a particular company offered was the responsibility of the salesperson. No internet, and few trade publications so the salesperson really did have to do the job of educating buyers. Thus, the salesperson had to be a product expert and talk extensively about his product. That was the only way for the buyer to understand it.
The personal visit by the salesperson was the way business got done, but of course that meant driving long hours, and spending a great deal of time between calls often over roads that would be called trails today. It was worth it though because that was how business got done and one could make a handsome living as a salesperson. One other factor was important to note. Competition was limited. Often, a buyer worked with a regional supplier because delivery was a big issue. Selling then was very different that it is today.
Change Is Necessary
Unfortunately, traditions die hard and selling habits are no exception. As a result, many salespeople still follow that old model. The problem with it that it very ineffective and often frustrates buyers. They are often as knowledgable about a particular company's offerings as the salesperson who is selling them. Listening to a salesperson talk about his products is a waste of his time.
What does a buyer today need from a salesperson? Advice and recommendations from an expert who understands his businesses as well as he does. The does not describe the typical sales rep, but it does describe the salesperson who implements the Discovery Selling(R) method.
New times, new challenges, new technologies demand new methods and Discovery Selling(R) provides the framework for a new way to sell in a rapidly and constantly changing world.
Compare Discovery Selling(R) to traditional methods and see the world of differences.
