Sales Doesn't Work
- Topics:
- Assessment
- Tags:
- Buyer,
- CRMguru.com,
- Sales,
- Sales Force Management,
- Sales Strategy,
- Seller
- Source:
- CRMguru.com
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Overview: For decades, the selling practices have been based on selling a product rather than helping buyers decide how to buy. Sales has been seller- and product-based. But buyers buy using their own intricate and unique buying processes that sellers have had no way to understand. Sellers' jobs have changed and they no longer are needed to be presenters of information. Indeed, if salespeople don't facilitate the decision-making process and learn how to teach buyers to make all the decisions that a complex sales needs to address. We might understand the need, or how product fits into a prospect's environment, but because one don't live in client's culture, we have no way to directly influence what goes on internally for our prospects to reach a purchasing decision.
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Format: HTML | Date: Jun 2003
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