They are no longer the shady used car salesmen of the past. More research, more preparation, more knowledge, better presentation skills, more value differentiation, and more proof." "The new way of selling requires more work on the part of the salesperson. To quote Jeffrey Gitomer from Little Red Book of Selling: That’s why instead of order takers sellers needs to be advisors, establishing expertise and positioning their solution in a way that connects the dots between the prospect’s business, challenges, and goals. In fact, 94% of B2B buyers report that they conduct some form of online research before purchasing a business product and 95% select a vendor who provided them with ample content to help navigate through each stage of the buying process.īuyers no longer have to talk to sales reps to take action. They can research a product or service digitally through websites, forums, social media, and free trials. Let’s face it, today’s buyers have more power than they ever have. They are helpers and trusted advisors - and they have to be. They no longer take purchase orders or push products. Salespeople today should be viewed as entrepreneurs who are credible, creative, independent, and in tune with the risks and rewards of running a business.
CAREER TOOLS AFLOAT PRO
Pro Course: Fundamentals of Virtual Selling How Sales (& Salespeople) Have Changed However, salespeople in today’s world deserve to be viewed differently because sales has changed, and the role of the salesperson has changed. Maybe this is the image you conjure in your head: The visual was a shady used car salesman who pushed people into buying something they didn’t need, didn’t want, or couldn’t afford.
It may not ring true today, but years ago, popular culture presented salespeople in an unflattering light. Regardless of your age or stage of life, being a sales professional is an excellent career path.
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