Much of what we believe about sales derives not from the inherent nature of selling but from the information asymmetry that long defined the context in which people sold. Once that asymmetry diminishes and the seesaw re-balances, everything gets upended.
Whether you’re in traditional sales or non-sales selling, the low road is now harder to pass and the high road – honesty, directness and transparency – has become the better, more pragmatic, long-term route.”
— Daniel Pink: The Surprising Truth About Persuading, Convincing, and Influencing Others
Nearly two decades after the publication of Solution Selling, the sales profession hasn’t changed much. Other professions have evolved and moved forward, but we’re still doing things the same way we did 20 years ago, and it’s still not working.
Our research led us to an entirely new definition of selling. Selling isn’t about “solving problems” or “providing solutions”. Selling is influencing change – influencing people to change.
This definition is based on a greater understanding of how we decide to trust some people and not others, how we decide to take a leap of faith and try something new, how we decide to buy or not to buy.
— Zoldan and Bosworth (author of Solution Selling , 1994) in What Great Salespeople Do, 2012
Too often, salespeople position their organizations as transactional ones instead of high-value-adding organizations who can remove problems and add innovation.”
— Miller & Sinkovitz: Selling is Dead
The emerging best practice is to focus on what’s called the “Buyer’s Journey” in a way that leads the buyer down a cognitive journey of discovery and decision.”
— Read & Bistritz: Selling to the C-Suite