The old way of selling has been dead for many years, and it’s because of the customer.
Customers no longer want to “buy” the same way that the sales people want to sell.
Therefore sales people need to evolve and adapt if they want to achieve consistent success.
The new way of selling focuses on …
- Mastering why and how customers buy … rather than on “how to sell”.
- Becoming “black-belts” at asking about the customer … rather than telling everything there is to know about the product.
- Building trust and loyalty with customers and building value … rather than satisfying them on price.
- Becoming responsible for outcomes and measures … rather than hitting targets for quotations presented and unit sales.
