New age consulting vs old school sales began for me many moons ago. The story goes that when I was four years old, I picked vegetables from my mother’s garden and sold them door-to-door so I could buy candy at the corner market. I’ve never been shy. I’ve always had a “knack” for sales. I managed a retail outlet, sold Volkswagens, and was a sales manager for a home remodeling company.

New Age Consulting vs Old School Sales 

I was in sales for 40 years, and for much of that time, I practiced and taught old-school sales techniques. I know what I’m talking about when it comes to outdated sales strategies. But I’ve learned to be a new-age sales consultant. Several years ago, I began consulting organizations on leadership, social media, and sales. I tossed out every piece of old-school sales training I’d ever muttered and started anew. Here’s what I learned.

Old School Sales 

The Salesperson of the past had a scripted presentation. Every Salesperson used the same presentation with every customer. I was a district sales manager for a national organization (72 offices in 41 states) that did exactly this.

New Age Consultants 

Today’s best sales consultants are problem solvers. They don’t have a one-size-fits-all for every customer because no two customers have the same concerns, wants, and needs.

Old School Sales

The old school Salesperson used sales techniques and tricks. They believed sales psychology was the key to successful sales. The problem with this method is that it works. It creates sales but not lasting relationships because it ignores the prospect’s needs and focuses on how to influence their decision-making to fit the sellers’ needs, not the customers’.

New Age Consultants 

Today, the best sales consultants learn to ask questions rather than influence decision-making. The best consultants are detectives uncovering the needs of clients and offering solutions. Consultants believe in transparency; they inform prospects of the truth even if it’s not what the prospect wants to hear or isn’t the most profitable outcome for the seller.

Old School Sales

Old School salespeople believed personality was the key to a successful sales career. Sales potential was measured in charisma and charm.

New Age Consultants 

Today, the best sales consultants don’t rely solely on charm; they are knowledgeable, excel at connecting with people, and solve problems.

Old-school sales technique advocates continue to exist. However, the days of using salesmanship rather than sales consulting are waning. Consumers today, whether B2B (Business to Business) or B2C (Business to Consumer), have access to all the information they need. They no longer always want or need a salesperson to educate and influence them in the decision-making process. New sales consultants focus on the customers’ needs and solve their problems.

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how not to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post you might also appreciate, 5 Things Top Consultants Do. 

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