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Sales Trends: The New Norm
Guest articles > Sales Trends: The New Norm
by: Drew Stevens
Undoubtedly the end of the recession and the beginning of the New Year create times of change. Many fear change because of the fear of the unknown and an alteration from their comfort zone. Change needs to be embraced. Selling will be one of those areas of change and deservedly so. Selling has been slow to alter for several reasons:
With over 28 years in my field I find there are tremendous alterations in buying patterns, customer behaviors and selling processes. When I began selling we attempted sales with visual words or on site demonstrations. Today some customer conversations are conducted over the Internet and demonstrations are arranged with apps and cloud computing. Customers do not want or need to be sold. In fact they know more about your business, your industry and your company then ever before. If they want it they will connect with you. Customers are smarter and more connected than ever. That said, the key differentiator is the service, support and systems you provided to engage clients. Here are some things to consider:
© 2011. Drew J Stevens PhD. All rights reserved. Drew Stevens Ph.D. President of Stevens Consulting Group is one of those very rare sales management and business development experts with not only 28 years of true sales experience but advanced degrees in sales productivity. Not many can make such as claim. Drew works with sales managers and their direct reports to create more customer centric relationships that dramatically drive new revenues and new clients. He is the author of Split Second Selling and the founder and coordinator of the Sales Leadership Program at Saint Louis University. Contact him today at 877-391-6821. Contributor: Drew Stevens Published here on: 06-Mar-11 Classification: Sales Website: http://www.stevensconsultinggroup.com/
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