There seems to this movement of this idea that you shouldnt sell which people seem to be “selling” in grand irony. How would you propose we run a sales force – “just go out and hang out with clients.” Anyway the idea is way Phd'd over, someone has thought themselves into circles.

There is a market for contrarian anything nowadays. Unfortunately, my consulting firm gets tons of clients who bought this info and their sales are dead. We have to go in and resurrect everything. I'm beginning to think these folks my be good for my business.

Sorry no insult to you personally.

Chris Voss
TheChrisVossShow.com

In the preceding you neglected some main ingredients, selling has always been and will always be about relationships, trust and service. Therefore your returning salesman does not have only price to differentiate… he has a whole lot more.

Your idea of a modern salesperson equates more with a snake oil salesman of old. Sure who would want to sell like that? But nowadays who does?

“To exacerbate the problem, most salespeople operate under the belief that their prospects have a very evolved understanding and have deep insight into their problems and are fully capable of making rational, informed, and quality decisions.”

WHAT? Where do you get that from? Most salespeople I know operate under the premise that “nobody cares about your product but you” so don't assume they care or know about it. Hence do your job, explain, demonstrate etc; but most of all build rapport and trust… because they have to buy you before they buy your product.

“the realities of how prospects really buy, which is experientially and emotionally.” Gee someone just discovered this?

Please… I can only surmize that the salespeople you and the report's authors refer to have no business calling themselves professionals.

As for the rest of us… please don't insult us!