WARNING: Most everything you believe, and have been taught about selling no longer works in this New Economy!
If you are like most high performance sales professionals, you have had sales training. Maybe you attended the one day traveling circus featuring Zig Ziglar, Tommy Hopkins, Brian Tracy, etc.
Maybe you even bought some of their books and/or CDs. Perhaps you enrolled in a training class or have taken one of the dozens of other classic “old school” courses.
Frankly, all of this “old school” sales training is fine as far as it goes and there is nothing wrong with ‘motivation’ either – BUT this stuff was developed 30, 40, even 50 years ago! And regardless of its enduring merit, today’s salespeople CRINGE when they hear it and DESPERATELY WANT SOMETHING NEW, TIMELY, IN SYNCH WITH TODAY’S CUSTOMERS AND CLIENTS—which is exactly where New School Selling comes in.
If you have never been exposed to this stuff, let me save you the time and tell you why it doesn’t work in today’s new economy. Today’s buyers are more educated, sophisticated and jaundiced than at any time in history. When it comes to sales pitches they have seen it all and are immediately turned off when a sales person begins to use tired, old, worn out pitches that were developed by the “classic” sales trainers 30, 40, or even 50 years ago.
Trust has been replaced by skepticism and disbelief. We now live in a New Economy in which sales people, business owners and corporate leaders are no longer trusted and, in fact, are loathed and despised by the buyer. Even the government – perhaps especially the government – has proven itself spectacularly untrustworthy.
Today we are bombarded daily by media given to sensationalized distrust of those in business so it is perfectly understandable that BUYERS DON’T TRUST YOU. NOT ONE WORD YOU SAY, NOT ANY PROMISE YOU MAKE, NOT ANY ORGANIZATION OR PRODUCT YOU REPRESENT!
The dirty, little talked about secret of widespread bank insolvency and stock market meltdown is that over a trillion dollars of private capital has evaporated from the market place and those that have money are now in mattress-savings mode and other ultra safe low yield investments. Bluntly put, you must employ more effective selling skills to lower buyers’ skepticism and resistance and overcome their heightened fear of making a mistake or getting taken advantage of.
Any sales professional seeking to establish new relationships and secure new clients in this environment finds himself severely handicapped by severe and exceptionally firm and stubborn distrust. Those “old pros” using selling skills acquired pre-2008 are experiencing increased difficulty securing appointments, longer sales cycles, lower initial transactions, price objections and heightened reluctance by clients to refer.
If you are to succeed in today’s new economy, you must understand and realize that the emotional and psychological makeup of buyers has changed, requiring you to start your initial conversation at a different place than you did pre-2008.
To break through these barriers and establish trust, you have to know how to use effective advanced human behavior and psychology principles. And that is exactly what the New School Selling System™ teaches.
What makes New School Selling ™ different?
Before I got in sales, I was a professional therapist. Yep, sort of like a shrink. I have a Master’s Degree with a specialization in counseling. To my knowledge, I am the only sales training human on the planet that has a professional therapist background.
What does that have to do with selling you ask?
Well, one of the secrets I discovered during my ten thousand hours of studying counseling, neuroscience, cognitive psychology and the new field of behavioral economics is that there is only one difference between a great sales person and a great therapist. The difference – the really great sales person makes a hell of a lot more money. Same skill set but more money.
If discovering this revelation doesn’t create a major aha for you then you should probably stop reading now because the sophisticated stuff that is taught in New School Selling ™ may be over your head. Frankly, this powerful advanced stuff is not for mental midgets or those who live in the “land of oblivion”.
New School Selling ™ is revolutionary – some say controversial – because it not about convincing, mastering the art of cold calling, overcoming objections, mastering presentations, memorizing cheesy closing techniques or endlessly chasing prospects or any of the other stuff that traditional sales training teaches.
Simply put, New School Selling breaks all the rules and conventions about selling and puts the sales person in the driver’s seat where they have total control of both the sales process and the outcome. Not only do New School sellers make more money; they have more fun; and command more respect in the marketplace.