The Sales Process has Changed in Three Years
ByCan You accept the evolution?
Everything is different from three years ago.
“The art of selling has undergone more changes in the past few years than in any other time in history..” Joseph Sugarman, Chairman, Blu Blocker Corporation.
“Sales organizations of tomorrow will need to be fundamentally different from those of today..” Geoffrey Eitland, vice president of sales, Staples, Inc.
Fundamentally different Geoffrey says. Three fundamentals have certainly changed says Jill Konrath in “Snap Selling”. Crazy busy executives are harder to reach, have less time to listen, and are less likely to respond to phone calls or emails. If they do listen they drop you into the dead zone within a few sentences.
Systems for building customers have to be different. Jill Konrath can advise on what not to do and how to change your current approach. The underlying solution is that your message has to be in alignment with your targets objectives and your self serving agenda has to be suppressed.
Permission Based systems can be effective because the Prospects are responding to something that gets their interest. Your promise has to be to supply as much free information as they need to make a wise decision.
If they trust you and think you are knowledgeable and will add personal value to achieving their objectives, they will consider you as a provider.
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