Unsellable Youth Market Strategies: A Guide by Jerry Acuff and Jeremy Miner
In today's fast-paced digital world, buyers have become more discerning and tougher to convince, thanks to technological advancements and a healthy dose of skepticism. This shift in consumer behaviour has led to the emergence of a new model of selling, as outlined in the book "The New Model of Selling: Selling to an Unsellable Generation" by Jerry Acuff and Jeremy Miner.
The book, which is not only informative but also entertaining and engaging, offers a valuable resource for anyone seeking to master the art of selling to this new generation. It provides a step-by-step guide to the three stages of the new model: the engagement stage, the transitional stage, and the commitment stage.
At the heart of this new approach is a focus on helping customers think for themselves, solve their own problems, and make their own decisions. This is achieved through the adoption of five core concepts: Develop, Engage, Learn, Tell, and Ask.
The Develop stage involves understanding the customer's needs and building trust. The Engage stage is about asking the right questions to gather information and gain commitment. The Learn stage involves sharing relevant information and listening actively. The Tell stage is where you present your solution, and the Ask stage is about asking for the sale.
Jerry Acuff, the founder and CEO of Delta Point, and Jeremy Miner, the founder and chairman of 7th Level, argue that the old ways of selling are no longer effective in today's market. They advocate for a more collaborative approach, discarding old ideas about sales that involve pressure or convincing people to buy.
Instead, they encourage salespeople to talk less and listen more, to use the power of their voice to build trust and rapport with customers, and to ask the right questions to guide buyers thoughtfully rather than pushing them too fast.
For practical insights and elaborations on these concepts, podcasts and YouTube episodes featuring the authors are a great resource. These platforms provide summaries and discussions that explain how the old sales methods are becoming obsolete and how this new model addresses current buyer psychology effectively.
Social media posts by sales professionals also highlight the relevance of this new model in today's B2B sales environment. They emphasize that it is based on modern, behavioural-based sales techniques designed to replace outdated, pushy methods.
To delve deeper into the new model of selling, acquiring the book is the most direct source. Chapter 7, which covers the Sequence of Questions in detail, offers a comprehensive understanding of this critical tactic. It highlights the core principle of engaging buyers so they arrive at self-motivated decisions rather than feeling pressured.
In conclusion, the new model of selling is a game-changer for sales professionals looking to succeed in today's market. By adopting this approach, salespeople can build trust, understand their customers' needs, ask the right questions, and ultimately, sell solutions that truly meet their clients' needs.
- The new model of selling also finds its place in the realm of education-and-self-development, as it emphasizes self-help techniques, such as listening more and asking insightful questions, which can be applied beyond sales, in everyday life.
- The concepts outlined in "The New Model of Selling" aren't exclusive to marketing and finance, but can be instrumental in business strategy as a whole, as they aim to encourage collaboration, foster understanding, and cater to the unique needs of customers.
- The neuroscience behind decision-making offers a fascinating perspective on this approach, revealing that buyers are more likely to make self-motivated decisions when they feel respected, engaged, and not pressured – principles that are at the core of the new model of selling.
