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The New World of Selling
Guest articles > The New World of Selling
by: Drew Stevens
George called me the other day totally frustrated with his sales team and not meeting goals. It was not just the team that angered him but actually that the sales industry is changing. After much discussion he agreed with me that the profession of selling was undergoing a transition- one that has not occurred since the development of the facsimile of even the cell phone.
Do you remember when it was easy to simply place a call to visit your client? Do you recall simply making a call and the client actually picks it up? Do you remember when budgets and goals were as easy as finding something on television to watch?
Years ago selling required onsite demonstrations and “live” representatives. Today customer conversations are conducted over the Internet and demonstrations are arranged with apps and cloud computing. In fact, to a large extent consumers have full access to vendor information and products. They self- educate due to lack of time unfortunately allowing them to know more about your business.
Customers do not want or need to be sold. If they want it they will connect with you. Therefore the role of selling representatives has changed. Today you must work smarter to become more engaged with your prospective clients. Here are five quick things to develop to help you sell in the new world.
Selling in the new world requires a different mindset to remain visible to clients. Today it is all about value to offer the differentiation necessary. If you want to sell more than stop sitting on your past by being active in our brave competitive new world.
© 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: 11-Sep-11 Classification: Sales Website: http://www.stevensconsultinggroup.com/
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