The selling profession is ever evolving. So our approach to helping you adapt and succeed is always growing and changing, too.
In our last Point, we talked about buyers and how they have changed. Today, let’s take a fun and informative look at the business of selling and consider “What’s In” and “What’s Out” in this changeable profession:
| Out | In |
| Transaction Based | Long-term Based |
| Cold Calling | Warm Calling |
| Educating | Idea Sharing |
| Generalists | Niche Masters/Specialists |
| Me | Us |
| Presentations | Conversations |
| Talkers | Listeners |
| Favors | Relationship Capital |
| Lone Rangers | Teams |
| Buyer – Seller | Collaboration |
| Sales Funnel | Top 100 Relationships |
| Brochures | Blogs |
| Closers | Experts & Thought Leaders |
| Advertising | Drip Marketing |
| Next Week | Right Now! |
| Products Specialists | Industry Experts |
| Aggressive | Amicable |
| Right Brain | Left Brain & Right Brain |
| Fast Talkers | Authentic Partners |
Thinking about the above ins and outs, let’s apply our own Authentic Selling model and see how this approach compares to what’s trending.
| Out | In |
| Seller | Advisor |
| Get it Done & Closed | Undisputed Results |
| Smooth Talker | Trustworthy |
| Sense of Urgency | Helpful |
| Aggressive | Empathetic |
| Tricks & Techniques | Natural |
| Generalists | Thought Leaders |
| Make Lots of Money | Integrity |
| Lone Ranger | Collaborative Effort |
So many things have changed (and are currently changing!) in the selling profession. Now you know where we came up the Authentic Selling Model using A.U.T.H.E.N.T.I.C. acronym.
Winning the sale at any cost is no longer the popular mantra. The sales profession is still one where you are judged (and rewarded) on performance and results. I’m not ignoring that or minimizing the importance of producing real results. But winning at the expense of everything else (including your reputation) is not really winning—not anymore.
Corsini’s Point:
To be successful at sales today, you need to finish with undisputed results—and with your integrity intact. You do this by being a helpful, trustworthy advisor to your client. You need to be yourself and be emphatic. You also need to bring useful insights and ideas to the table. This involves collaboration and conversation. This is our Authentic Selling model.
“Change, before you have to.”
— Jack Welch
SOCIAL MEDIA
Marc Corsini talks about what’s in and what’s out in today’s highly variable sales environment. See how his Authentic Selling model helps you take advantage of what’s trending.