There is a paradigm shift in sales. And why is this happening? According to Dan Pink in his book “To Sell is Human” it is because we have gone a world of Caveat Emptor (buyer beware) to one of Caveat Venditor (seller beware). Information is readily available on the Internet and sellers no longer have the upper hand. The old term in sales, ABC (Always Be Closing) has been replaced by consultative selling. Now it is important to help identify needs and then assist the buyer in finding solutions. In the past salespeople were taught to concentrate on making the sale and closing the sale. However, today’s buyers are no longer willing to be sold. Linda Martin, founder of Resource Associates Corporation said, “People do not like to be sold but they sure like to buy”. Doesn’t it make sense then to assist the client in the buying decision rather than...
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