We’re proudly right bang in the middle of the second decade of the 21st Century, doesn’t that sound so modern.
And the modern customer deserves a contemporary selling approach. Here’s how:
- Latch onto their buying process, where they are in the process, what they’ve done before. Align yourself to them; don’t squeeze them onto your sales process. In fact ditch your sales process, it’s so last century.
- How do they want to move forward, ask questions to gauge them, what do they need to make a decision.
- Influence them subtly, build trust
- Delicate closing, steer them to decision, help them, guide them to a conclusion but be aware close too much and you’ll push them away.
After all, they’re now in charge not you.