Sales Transformation
Customer no longer want to be sold; nor do they require “relationships”. The new global, internet fascinated world has changed this historical model.
Salespeople need to be more Business Advisors rather than Product Expertise to be of value. Market insights & solution outcomes are seen as more valuable versus elaborate features knowledge & special price discounting. These are just expected.
Sales has become a blend of Influencing & Intention demonstrating strengths in business understanding, self-awareness and challenging traditional trends.
Earning the right to query customer’s requests requires confidence, market integrity and a strong belief in your team. Delivering on customer expectations develops long term partnerships. But in a rampant lowest cost internet purchasing world, customers need coercing toward the value of market experience, solution adaptable and outcome focused Business Advisors.
Salespeople need to be more Business Advisors rather than Product Expertise to be of value. Market insights & solution outcomes are seen as more valuable versus elaborate features knowledge & special price discounting. These are just expected.
Sales has become a blend of Influencing & Intention demonstrating strengths in business understanding, self-awareness and challenging traditional trends.
Earning the right to query customer’s requests requires confidence, market integrity and a strong belief in your team. Delivering on customer expectations develops long term partnerships. But in a rampant lowest cost internet purchasing world, customers need coercing toward the value of market experience, solution adaptable and outcome focused Business Advisors.