{"id":19161,"date":"2021-02-22T11:56:19","date_gmt":"2021-02-22T11:56:19","guid":{"rendered":"https:\/\/staging.liquid-themes.com\/hownow\/?p=19161"},"modified":"2021-04-15T11:19:13","modified_gmt":"2021-04-15T11:19:13","slug":"the-evolution-of-sales-techniques","status":"publish","type":"post","link":"https:\/\/staging.liquid-themes.com\/hownow\/blog\/the-evolution-of-sales-techniques\/","title":{"rendered":"The evolution of sales techniques: the modern rep\u2019s role and tech-driven change"},"content":{"rendered":"

Technology has changed the way we do everything, and sales is no exception. Yet sales has had more of a rebrand than other industries. The stereotypical old-school salesman – and all the negative traits associated with it – has given sales a bad name. People associate it with endless unwanted cold calling and commission-hungry salesmen tricking their customers into paying more and getting less. <\/span><\/p>\n

It seems even though we are still selling and buying as much as ever, we\u2019re reluctant to accept that\u2019s what we\u2019re doing, with more people adopting titles such as Account Executive or Business Development Manager all to escape the damning label.\u00a0<\/span><\/p>\n

Old school sales strategy was more about volume: quantity over quality. Now with more choice and more power in the hands of the buyer, there\u2019s been a necessary reversal. Some suggest all this tech will spell the eventual extinction of the salesperson, but until robots replace us all, all we really need is a rebrand. <\/span><\/p>\n

The New School of Sales focuses on how you deliver bespoke and tailored solutions for your buyer. <\/span>Below we look at some of the main changes, how they’ve affected the industry, and how we as salespeople can adapt and restore sales\u2019 good name.<\/p>\n

How buyers became spoilt for choice: more options and more information<\/span><\/h2>\n

With the growth of the world wide web, social media and the range of tools in the market, the sales landscape has changed from both sides. There’s more competition to sell and a deluge of information now available to the buyer. Of course, it means that buyers can be better informed about what\u2019s on the market, but without the knowledge to apply all that research, it can be overwhelming.\u00a0<\/span><\/p>\n

This necessitates a shift in the role of the salesperson, rather than making them obsolete. The seller must become the <\/span>trusted advisor<\/b> that can create a bespoke solution to the buyer\u2019s needs.\u00a0<\/span><\/p>\n

This means three main things for the salesperson:\u00a0<\/span><\/p>\n

\"Three<\/p>\n