Sales have evolved a lot in recent years, and today there are two main sales models: the traditional sales model and the modern sales model.
Although both models ultimately aim to sell, there are key differences between them that make them suitable for different situations and companies.
Traditional or linear model.
The traditional sales model is the oldest and most established approach to selling. In this model, the salesperson focuses on an individual sale and convinces the customer to buy their product or service.
In general, this model focuses on acquiring new customers and does not care about retaining existing customers. The sales process in this model is usually linear, with a focus on the needs of the selling company. It also has increased pressure to close the sale.
On the other hand, the modern sales model is more customer-centric. Instead of focusing on individual sales, the modern model focuses on building long-term relationships with customers. In this model, the salesperson aims to understand the customer's needs and wants and offers customized solutions that meet these needs. This model's sales process is less linear and more collaborative. It has more focus on customer satisfaction and customer loyalty.
Differences between sales models
There are several key differences between these two sales models. First, the traditional sales model focuses on the salesperson and their objectives, while the modern model emphasizes on the customer and their needs. Secondly, the traditional sales model tends to be more aggressive and focused on persuasion. In contrast, the modern model emphasizes on relationship building and collaboration with the customer.
Another significant difference is the focus on customer retention. The traditional sales model focuses on acquiring prospects and customers, while the modern model relies on retaining existing customers and building long-term relationships. By focusing on customer retention, companies can increase customer loyalty and generate recurring revenue over time.
In this way, we can say that the traditional sales model and the modern sales model have significant differences in terms of their approach, objective, and sales process.
The traditional sales model focuses on acquiring existing customers and persuasion, while the modern sales model focuses on retaining existing customers and building long-term relationships. By choosing the right sales model, companies can adapt to their market needs and achieve long-term success.
Upnify´s Editorial Team; formed by professionals and experts in Marketing, Sales, Communication, Design and other areas. They share their experience through articles enriching the commercial culture.