The new generation buys things differently than generations before them, and in the book The New Model Of Selling: Selling To an Unsellable Generation, sales experts Jerry Acuff and Jeremy Miner teach sellers how to let go of old sales methods and create new ones that cater to younger generations.
Key Details
- Acuff and Miner both have sales experts and lean into their expertise to teach others how to let go of old sales methods and adopt new ones on a more personal level.
- The authors say those seeking serious success in sales must navigate the new terrain with fresh ideas, approaches, and techniques, and it teaches them how to meet customers on a more human level.
- The book explains that to become a sales expert, you must not think from a seller’s point of view but from a buyer’s, and the two authors can teach readers how to do so.
Why it’s news
Each new generation comes with many new changes, including how people buy products.
Many sellers are holding onto old sales methods that no longer work. To become successful, they need to adopt new sales techniques, and the book The New Model Of Selling: Selling To an Unsellable Generation shows them how to do so.
Today’s buyers prefer to shop online and can do a large amount of research before buying products, whereas the generations before had little information and would buy what they needed from the store.
To keep up with the changing generations, sellers must change their methods too, but many hold on to outdated practices. The authors say those seeking serious success in sales must navigate the new terrain with fresh ideas, approaches, and techniques, and it teaches them how to meet customers on a more human level.
The new selling model combines human experience with skills to learn to sell products to a generation that typically does not buy as easily as previous generations. The approach emphasizes problem-solving and personal connection and leans into the thinking of the buyer rather than the seller.
Acuff and Miner say the book can be used by business owners, coaching professionals, and sales managers to politicians, executives, and leaders. No matter the industry, it can be an impactful approach for sellers.