Don’t know if you’re aware of it or not, but obviously you’re wasting your time trying to make a living in sales because:
- Cold calling is dead;
- High pressure sales tactics are dead;
- Consultative and solution sales processes are dead;
- Salespeople who aren’t using social media are dead;
- Selling as we have known it for the past several thousand years is dead;
- Sales training is dead.
I’ve heard all of these proclamations numerous times just since the beginning of the year. Then, over the weekend, I heard that relationship based selling is also dead.
Isn’t it time for this stupidity to stop?
Yes, the Internet has impacted the way people buy — to some extent. It hasn’t changed human nature.
New sales opportunities will still be developed through cold calls.
There will always be a group of sellers that resort to high pressure tactics—and some buyers who will succumb to it.
The most successful sellers will still be focusing on solving client issues.
To the amazement of some, for decades to come there will be highly successful salespeople who won’t use social media as a marketing tool.
There will still be buyers — and there will still be salespeople.
There will still be sellers who need to learn the skills of selling, relationship building, communicating, and delivering superior service.
And a great big percentage of the transactions will be someone making purchase decisions based on trusted relationships with sellers.
So why all the death talk? Some of the proclaimers of death actually believe what they say; they just don’t really understand human nature. Others are simply seeking controversy and trying to call attention to themselves.
Either way, instead of wasting time with hyperbole, we should concentrate on dealing with the very real problems and issues of the salespeople we are supposed to be helping. A silly discussion about whether cold calling works or not, or whether or not building a relationship of trust with a prospect is a good idea or not, isn’t serving anyone other than the writer seeking to make a splash.
The next time you see an article title that proclaims the death of anything, move on — there will be nothing of value to be had there.
Death to all the “death” proclamations — and let’s get on with dealing with the real-world issues that plague sellers and sales leaders.