Why are people writing about “soft selling” and “soft closes?” There’s no such thing. These folks must think that salespeople are pushy, in-your-face, push product, and don’t really care about the customer. Well, some are like that, and those people give sales a bad name. But most of us are better than that. Much better.
Good salespeople always have the best interests of their sales prospect in mind. They ask good questions, listen, probe for the real business issues, and are willing to walk away if they don’t have a solution that dramatically impacts the client.
Nothing’s really changed in sales—just some new names for sales pros.