An attendee at a recent seminar called me a dinosaur. I wasn’t offended. In fact, I embrace the role. I think a lot of salespeople are looking for a new way to sell, because their perception is that the old way isn’t working anymore. Times change, products and services change, technology changes — so the fundamentals of selling must change too, right?
I think wrong. I also think that the more people look for a new way to sell, the farther they get from the fundamentals. And that’s why their method of selling isn’t working. I believe in fundamentals, and I believe in creativity. But the fundamentals come first, and if that makes me a dinosaur, well then, maybe more salespeople should listen to the dinosaur!