The New Model of Selling: Selling to an Unsellable Generation

by Jerry Acuff, Jeremy Miner

The old way of selling was killed off years ago. So why are businesses still leaning on old strategies? Jeremy Miner and Jerry Acuff know firsthand how frustrating sales can be, especially when companies require old, outdated methods. And today’s buyers, armed with an excess of information online, are skeptical and unwilling to engage with salespeople like they used to. As a result, traditional sales methods are ineffective against today’s consumers. Those seeking serious success in sales must navigate the new terrain with fresh ideas, approaches, and techniques.  The New Model of Selling  redefines the right way to sell by meeting customers on a human level. Informed by Jeremy Miner and Jerry Acuff’s business experiences, personal research, and innovative approach,  The New Model of Selling  implements advanced skills aligned with human behavior. From business owners, coaching professionals, and sales managers to politicians, executives, and leaders—anyone can benefit from Miner and Acuff’s techniques, no matter the industry. The New Model of Selling  is not just another sales book with a bunch of tips to read and forget. Jeremy Miner and Jerry Acuff’s approach will reframe sales through the lens of neuroscience and persuasion. Their goal is to help the customer think for themselves, with an emphasis on problem-solving and personal connection. Don’t act like a seller—start thinking like a buyer!

Genres: Business

230 pages, Paperback

Published March 14, 2023

Reviews

[Sammy Abdelhadi · Rating 5 out of 5]

Magnificent book!

Jerry and Jeremy provide an entire course in 200 pages.

From how to connect with clients when trying to make a sale, understanding the situation, finding problems where you can offer the most value to finally closing.

The authors delve into the sequence of the sale and how to best deliver it: in terms of tonality, body language, delivery, and the kind of language used; even throwing in scrips from a theoretical sale to show the reader how each step plays out.

A 5/5 goldmine.
Absolutely recommend.

[Hanalei Kanter · Rating 4 out of 5]

Good read, very helpful for people new or experienced in the sales game. There is a bit of waffling mainly throughout the start but I guess that’s like a lot of books (also adds personality, actually). Information gets really interesting once you pass the half way point - there are direct techniques you can apply to your “pitch”. All in all, do the course. The book is great but with prior knowledge doing NEPQ 3.0, everything sat a lot better!

[Jada Haycraft]

Would’ve preferred the audiobook. It wasn’t a super easy read, but it gave good examples for people in sales.

[Fabrizio Poli · Rating 5 out of 5]

This is a very much needed book to study and refer to in 2024. Today's consumer. is wiser, more informed, more prepared and less trustworthy. The old pushy sales techniques of yesterday don't work with today's people. This book offers a very modern and down to earth approach to selling.
Highly recommended.

[Gabriel · Rating 5 out of 5]

Excellent book period.

Always enjoy so much the NEPQ model. Old-sales gurus beware! This is the beggining of a new era. Massive thanks to Jeremy Miner and Jerry Acuff for that amazing book :)

[Robert May]

In The New Model of Selling, the central theme revolves around the transformation required in today’s sales landscape moving from outdated, high-pressure tactics to a more psychological driven view, and trying a different trust-based approach. A quote that best captures this theme and the main conflict of the protagonist (the modern salesperson) is: “If your prospects feel you're trying to persuade them, they will automatically resist you.” (pg 122). This quote shows us the foundational problem sellers face till this day, buyers are more informed and more resistant than ever. The protagonist is symbolizing that any contemporary salesperson must confront their reliance on manipulation or use different strategies such as using more persuasion and instead learn to engage in meaningful, trust-building dialogue that can be used on people and real life scenarios. One main idea to take aways is that the conflict is not with the buyer, but within the seller, the need to get rid of old habits and learn to adopt a completely new mindset and steer away from the old strategies and accept the new ones. It is time to start making new roots and showing more authenticity and emotional intelligence.
As the narrative continues, an important moment that represents both the crisis and resolution in the plot is when the author says, “Old sales models are dead because buyers have changed.” (pg 57). This shows an important turning point in the way the book is structured. The main crisis is how the traditional selling methods are no longer attracting or growing in this side of business. Salespeople are starting to become frustrated, unable to close deals, not because of their lack of effort, but because they are using techniques that no longer align with how buyers make decisions nowadays in this new time. The solution comes through the authors "new model" which is a system that identifies that in order to sell you need a better understanding of the buyers rather than convincing on trying to change their minds right away. The solution is all about listening, asking the right questions, and guiding buyers to their own conclusions without applying pressure. This shows empowerment for salespeople to succeed in a market where getting rid of the old techniques will bring in new potential clients.
Characterization is primarily expressed through the transformation of the modern salesperson, who acts as a dynamic character in the book. In the beginning, many salespeople reflect a static mindset such as being dependent on scripts, assumptions, and persuasive monologues. However, as they are introduced to the new model, they begin to grow. One quote that shows this is “The best salespeople don’t try to close sales—they open conversations.” (pg 156). This is what allows someone to be successful in sales, emphasizing the importance of human connection and trust. An example of static characterization is found in those who resist change, relying on outdated methods like the “always be closing” mentality. These characters illustrate what happens when one refuses to grow when they aren't open to new ideas. Together, the dynamic and static figures deliver the book’s message that adaptation is not just beneficial, but necessary in the new sales environment. With more new knowledge you gain it will allow you to grow in any business. Which is why they say that you never stop your education because you are learning more and more everyday from different new places and people.
The authors’ style enhances the message through the use of figurative language and metaphor, making abstract concepts more relatable. One quote is “Selling isn’t rocket science. It’s neuroscience.” (pg 75). This metaphor conveys a good choice grounding the sales process in scientific understanding of human behavior rather than relying on charisma or outdated sales tricks. It captures the book’s realistic tone, and keeps it research-informed. This style effectively grasps the gap between theoretical insight and real-world application, making the book accessible while still being deep, thorough thinking.
The New Model of Selling genre falls into nonfiction, more specifically in business, self-help, and professional development. The book is written in the literary present tense and actively guides readers through a journey of professional transformation. By combining real-world examples with persuasive, research-based advice, The authors redefine how selling is understood in the 21st century. Their strategic use of contrast, metaphor, and narrative-style instruction makes the book both informative and engaging, positioning it as a modern manual for any professional looking to succeed in an evolving marketplace.

[Amandeep Bassi · Rating 2 out of 5]

I will follow the advice in the book and report back but the book could've defintley been covered in around 50 pages. There is a lot to read here that feels like filler and cheap attempts to try to be funny and relatable. Like the whole book is filled with this stuff and the good, important stuff to learn comes around half way of reading the book. It was a slog but the actual advice portion seems really good and I can lt wait to try it and put it into action.

Rating system:

5 = Loved it
4 = Really liked it
3 = Liked it
2 = It was okay
1 = Didnt like it
0 = Hated it

[Zachary Jenkins · Rating 4 out of 5]

The New Model of Selling is a great model for how to Challenge customers while avoiding the evolution into a sales professional that everyone hates working with. There's a huge number on insights into how people buy today.

It's also filled with so many asides that reference pop culture or unrelated name brands that if someone told me that they couldn't finish it because it was insufferable, I'd believe it.

[Shane Meade · Rating 2 out of 5]

Way too much focus on what not to do and what average sales people do. Don't think the two authors worked well here, not a smooth read. Little new information here that separates itself from the thousands of other sales books out there.

[Brandon · Rating 5 out of 5]

Great epiphany

Amazing, paradigm shifts your existing framework on sales into a more productive, ocams razer type of approach to streamline the sales process and focus on what matters most, which is understanding your buyer.

[Savon Moniz · Rating 5 out of 5]

Great sales book, I think the teachings on intros are wordy but overall a great book on teaching sales.

[Mark Manderson · Rating 5 out of 5]

One of the best books I’ve ever read on sales.
I have added this to my annual reading list.

So many great takeaways…
A must read.

[Aaron Overington · Rating 5 out of 5]

Good read, clearly I have listened to Jeremys podcasts too much as I read most of it in his voice!

If you are new to sales or a seasoned pro you need to read this if you want to up your game.

[Bethany West · Rating 5 out of 5]

Really good book!

Definitely a book on how sales should be done! God read. If you are in sales, definitely reas this book!

[Becca Pavlik · Rating 4 out of 5]

This book is five stars for content and helping with sales, and one star for lingo and trying to be too hip and trendy. That being said, because it’s helping me with sales, it gets a good rating.

[Tojal · Rating 4 out of 5]

I found the content interesting and I can imagine how applying it would bring results. I just didn’t like the fillers, too many jokes, which were ok, but in excess. The book could be a lot shorter.

[Howard · Rating 4 out of 5]

Great guidance on different questions to understand deeply about prospects.
Very suitable to deal with complex projects.
Examples were easy to understand.

[Chris Tobing · Rating 5 out of 5]

great book

Very practical and applicable, lots of examples, easy to read and very clear what to do now. Highly recommended to bus owners

[Alfred Cruz · Rating 4 out of 5]

The principles are fantastic to be honest, but this book could've been easily just 20 pages, over-redundant...

[Sina Askari · Rating 2 out of 5]

This book was recommended to me by someone at work whom i admire. Breath of fresh air for anyone sick of the old school sales playbook. It’s pretty practical, and grounded in psychology. Less about “closing” and more about connecting. Not my favorite, but had some gems

[Kevin Magee · Rating 5 out of 5]

Great read!

Good book. Funny and detailed. Nice supplement to all the social media videos and portal. I’ll be reading the book again.

[Jennie Jennings · Rating 5 out of 5]

in Jeremy we trust

Jeremy is a master of the craft, and has shared his knowledge with the world. This equips me for the modern ways of selling (Jennie’s husband)