Many sales organisations use American sales training to teach their salespeople to “close the sale”. Customers don’t like oldsell and, as the Haynes Royal Commission exposed, the method has become very unprofitable for shareholders.
As an alternative to oldsell, newsell was researched and developed by Dr Michael Hewitt-Gleeson as part of his PhD, the first in the world on lateral thinking.
In newsell, it’s the customer who closes the sale. Customers prefer newsell and reflect their preference through word-of-mouth bringing extra profits to newsell practitioners.
Newsell is written up in WOMBAT Selling: How to sell by Word of Mouth. (2006)