Search by keywords:
Search resources by: Competency
Content Format


Not a member? Sample unlocked content here.

Topics Covered: <a href='/resources/search/?query=sales technique'>sales technique</a> | <a href='/resources/search/?query=Sales'>Sales</a>
Sales Strategy
May 24, 2016 | Matthew Cook lock

There are hundreds of different selling techniques that sales people employ in the course of their jobs. Many of them swear by their tactics and are hard pressed not to give up the tactics they know best. But not all selling techniques are created equal—some are far more effective than others. And considering sales is an ever-changing field, selling techniques need to evolve with new buyer behaviours. Many sales tactics that worked in the past are now obsolete and ineffective and shouldn’t be a part of your selling arsenal anymore.

Here are some old-school sales techniques that we sure hope you’re not using on today’s buyers.

1. Cold Calling
Cold calling was incredibly popular in the past. It was one of the only ways that sales people could use to generate new business. Unfortunately, though, it’s still being widely used today by marketing and sales organizations, even though it’s completely old school and obsolete now.

There are so many better ways to connect with leads than to interrupt their day with a phone call. Take inbound marketing, for example, which gives people what they want, when they want it, attracting them to your brand.

Cold calling doesn’t work 91% of the time, so it’s a real wonder why sales people still use it today.

Cold calling is ineffective for several reasons. First, because the calls are cold, you’re trying to make a sale with no information about your prospects, which means you don’t know if they’re interested in buying what you’re selling at all. This is a huge waste of time. In addition, because you’re a stranger calling up a prospect, you’re going to have a lot of difficulty gaining trust and credibility, which is going to make it very hard to get a sale. And now, people can block your calls thanks to caller display, so you’re going to have a tough time getting someone to even pick up the call.

2. Door-to-Door Sales
Door-to-door selling is another one of the old school sales techniques that organizations used due to lack of options. Sales people went from house to house trying to sell vacuums, life insurance, and everything in between. But if people hate something more than cold calling, it’s door-to-door sales. They do not want an unwanted stranger knocking at their door hoping to get let in. And door-to-door sales people tend to be very deceptive and tend to pressure people to buy things that they don’t really want. They often prey on the weaker and most vulnerable populations.

Even some municipalities are calling for a ban on door-to-door sales because of these reasons. So it’s best if you ditch this sales tactic immediately.

3. Aggressive Selling Techniques
Any selling tactic that is aggressive or pushy in nature needs to be eliminated from your arsenal. Sales people already have a bad reputation for being dishonest and untrustworthy. This is a reputation that you need to overcome by being honest, by displaying empathy, by being a great resource of information, and by selling with integrity. Aggressive and pushy selling techniques do none of this.

The second a buyer feels pressured into a sale, he’ll run away and you’ll lose out on the sales opportunity. The more pushy you are to get the sale, the worst you’ll turn off your potential customers, so it’s time to ditch aggression altogether.

These are the three top selling techniques that you need to stop using right now. The fact is there are so many closing strategies that actually work that you won’t miss these ineffective and old-school sales tactics at all. Once you ditch them once and for all, you’ll find yourself closing more sales. 

About the Author:
Matt-Cook-SalesHubMatthew has over 20 years of sales and sales management experience. He is the founder of SalesHub, an inbound marketing agency that helps companies generate leads, boost revenue, and adapt to the new way customers buy. When he’s not helping companies improve their revenue, he trains and competes in half ironman distance triathlons to “relax”.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

This content is exclusive for CPSA members

Become a Member

Already a member? Login to see full the article.

About the author:

Related Resources

Need to get in touch with us?
Toll free number
1 888 267 2772
Membership Access
Sign in or join us to unlock over 3,000 tools, resources and more!