BSP 056: The New Game of Selling by Mitch Axelrod

Mitch Axelrod, author of The New Game of Selling: Attract, Convert,
and Keep More Customers and Multiply Profits, talks about the old
game versus the new game of sales. Being in business for more than
30 years, Mitch talks about the old sales strategies being all
about manipulation, convincing, and closing the sale. The new
approach is about doing what’s right for the customer and the
company. He says, “If the customer isn’t right, it’s better to
break and move on.” Another key difference between old and new is
that the old game was always a pitch; whereas the new game is more
of a conversation and it can be summed up in one sentence: it’s not
just business, it’s personal. Axelrod says that in order to create
a good relationship with customers, companies need to stop being
systemic and silo themselves behind rules and procedures. If those
get in the way of the customer, you’re putting roadblocks ahead of
customers, potentially damaging that relationship. He adds, “If
when given the choice to follow your rules or obey policies and
procedures or love and serve customers, love and serve your
customers 100% of the time.” Learn more about your ad choices.
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