Modern selling

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:

  1. 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.
  2. How do they want to move forward, ask questions to gauge them, what do they need to make a decision.
  3. Influence them subtly, build trust
  4. 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.