Quantum approach to selling

A while ago, I shared an experience about how being exposed to too many “advice”, “to do”s, and “should do”s on social media encouraged me to go back to foundations and re-read my old favorite books.

And a friend of mine asked about the books that I am re-reading. Instead of sharing a list, I decided to share what I learned from those books.

Here is the first one, The Quantum Leader from Danah Zohar (danahzohar.com), and the way I adapt the quantum way of thinking into selling:

The Newtonian approach to selling is based on a linear and cause-and-effect system, where the focus is on identifying problems and offering solutions. This approach assumes that the customer is a rational decision-maker and that the salesperson’s job is to persuade them that their product or service is the best solution to their problem. The Newtonian way of selling assumes that everything can be measured, predicted, and controlled and that success depends on following a predictable process.

In contrast, the Quantum approach to selling is based on the principles of quantum physics, which recognize that everything is interconnected and that there are no fixed, objective truths. The Quantum way of selling emphasizes the importance of building relationships and understanding the customer’s needs, values, and motivations. This approach recognizes that the customer’s decision-making process is often emotional and irrational. The salesperson’s job is to create an environment where the customer feels comfortable exploring their options.
The Quantum way of selling also recognizes that success is not just about closing a sale but creating a long-term relationship with the customer. It emphasizes the importance of listening, empathy, and authenticity in building trust and rapport with the customer. This approach recognizes that success in sales depends on creating a shared vision with the customer and working collaboratively to achieve it.
Overall, the key difference between the Newtonian and Quantum ways of selling is the perspective on the sales process. The Newtonian way of selling emphasizes the product, the process, and the outcome, while the Quantum way of selling emphasizes the relationship, the experience, and the journey. By adopting a Quantum approach to selling, salespeople can build stronger, more meaningful relationships with their customers and achieve greater success in the long run.

This approach is also very much aligned with The Inner Game approach of Tim Gallwey.

I will be sharing more about the quantum philosophy in the coming weeks.