Old School Sales Still Tops New Sales

Believe it or not, old school sales still tops new sales skills.  So what are these historic old ways?

#1 – Pick up the telephone – Sure some people like texts, but using the phone is the first old school sales skill and still works.  People want responses now, not later.  Technology of emails is not fool proof and does fail.

#2 – Honor your word by doing what you say you will do.  This means return phone calls, send promised information, etc.  Be a person of character.

#3 – Focus first on the sales lead, the potential client instead of your needs.  To embrace this old school sales skill requires you to up your active listening skills and SHUT your mouth.  As has been said by many others “If the good Lord wanted us to talk more than to listen he would have given us 2 mouths and only one ear.”

#4 – Forget those sales scripts.  Sales scripts are good as a reference.  No one wants to hear a robotic delivery, those folks have had their fill of automatic messaging.  Refer to the previous sales skill – LISTEN.

#5 – Relationships are the foundation for long term customer loyalty.  Relationships take time to nurture and develop. Earning a sale doesn’t happen overnight.  Sales research suggests less than 2% of all sales are made on the first contact.

#6 – Deep six the sales presentations.  Unless you are selling in a complex sales environment, the majority of sales presentations are for the benefit of the salesperson not the sales lead. Again sales research suggests a significant part of the buying decision has already taken place before you receive that first phone call.  The Internet has become a gold mine for research by your sales leads.  If you need to present something, send a handwritten thank you note.

#7 – Leave your ego and expectations are the door.  Accept each sales lead as a fresh experience, do not think you know what the person wants or needs or how much you expect in financial compensation from this prospect.

After over four (4) decades in sales, I know the old school sales ways seem to be eagerly desired by today’s sales prospects. Maybe these words of President Teddy Roosevelt may help reinforce the old school ways:

“No one cares how much you know, until they know how much you care.”

Share on Facebook

Comments are closed.

RSS Subscribe!
Coaching Tip

People buy results or rather people buy the feelings the results deliver.

What’s Happening?

Internal Results interviews
Leanne Hoagland-Smith
. Some of her answers may surprise you.

Check out this podcast on value creation between David Brock and Leanne Hoagland-Smith

Listen to Leanne Hoagland-Smith at Sales Scenario podcasts

Another list of top sales bloggers

Pre-order this great book How to Get a Meeting with Anyone. You may recognize a familiar name.

Top 100 Most Innovative Sales Bloggers Honored this blog is included in this impressive list.

Best Sales Blogger Award for 2014 Third place awarded to Leanne Hoagland-Smith.

NWI SBDC awarded Small Business Journalist of 2014 to Leanne Hoagland-Smith. Awards.

Expand Your Business Horizons
Sign up to receive monthly newsletter devoted to small businesses and busy sales professionals Beyond the Black
Be the Red Jacket
Seeking an easy and practical book on marketing, selling and sales? Read the reviews at Amazon and then order your hard copy or eBook.
Sustainability Expert
The Institute for Sustainability
Ezine Expert
Blogroll – Leadership, OD
Contact Coach Lee

Leanne Hoagland-Smith
219.759.5601 Main Office CDT
219.508.2859 Mobile CDT

Office located near Chicago, IL

www.processspecialist.com Main Website

Sales Corner

Tracking by The Sales Corner
Blog Rankings
Business Blogs - Blog Rankings
Blog Top Sites
Plazoo
RSS Search
Blog Log