This podcats discusses the book "The New Model of Selling: Selling to an Unsellable Generation" by Jerry Acuff and Jeremy Miner, advocating for a radical shift in sales strategies.
It critiques outdated, pressure-based tactics, proposing a human-centred approach that prioritises trust-building, emotional resonance, and self-persuasion over traditional closing methods.
The book introduces a three-stage sales process—Engagement, Transitional, and Commitment—alongside techniques like Neuro-Emotional Persuasion Questions (NEPQ) and the strategic use of voice tonality to reduce buyer resistance.
It redefines selling as a collaborative and empathetic journey, where the salesperson acts as a trusted guide, helping buyers reach their own conclusions and fostering long-term relationships beyond the initial transaction.