Closing the Deal, Sales Negotiation

Closing the Deal, Sales Negotiation

Closing the Deal: Old School Tactics vs. Modern Strategies

The world of sales is constantly evolving, and the way we close deals has changed dramatically. Let’s explore the contrast between the classic “hard sell” and the modern, relationship-focused approach.

The Old Guard: Features, Pressure, and a Fast Close

Imagine a charismatic salesperson with a polished spiel, highlighting a product’s features at lightning speed. Their goal?

To convince you, right then and there, to part with your money. This is the essence of traditional sales – a focus on features, persuasive language, and a quick close.


  • Fast and efficient: Can be effective for impulse purchases or well-known, trusted brands.
  • Clear call to action: Leaves no doubt about what the salesperson wants you to do – buy the product!


  • High-pressure: Can feel pushy and inauthentic, potentially turning customers off.
  • Limited customer focus: Focuses more on selling the product than understanding the customer’s needs.

The New Age: Building Trust and Long-Term Relationships

Fast forward to today’s digital landscape. Shoppers are bombarded with information online, and a pushy sales pitch just isn’t going to cut it anymore.

Modern sales are all about building relationships.

A salesperson might start by connecting with you on LinkedIn, sharing informative content about your industry, and sparking a conversation about your specific needs. They become a trusted advisor, not just someone trying to make a quick sale.


  • Customer-centric: Focuses on understanding your needs and recommending the perfect solution.
  • Builds trust: Creates a positive long-term relationship that can lead to repeat business.
  • Leverages technology: Uses data and personalization to tailor the sales experience.


  • Takes longer: Building trust takes time, which may not be ideal for quick sales.
  • Requires expertise: Salespeople need deep product knowledge to provide valuable recommendations.

The Future of Sales: A Blend of Old and New

So, which method reigns supreme? The answer is, it depends. The best salespeople today are chameleons. They understand that the closing technique depends on the customer and the situation.

Sometimes, a clear call to action is all it takes. But more often than not, taking the time to build trust and understand the customer’s needs pays off in the long run.

The takeaway? The best salespeople leverage the strengths of both approaches. They can be persuasive and clear when needed, but also focus on building long-term relationships with their customers.

Ready to Close More Deals?

At Intelligent GLO, we believe in the power of both methods. We believe in both and  our knowledgeable staff is here to help you find the perfect solution for your needs.

Contact us today to experience the power of modern sales strategies!

#sales #negotiation #closethedeal #business IntelligentGLO

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