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Tag: modern selling

The Modern Salesperson

February 18, 2019
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| Categories: Business to Business, Business to Consumer

Everyone is talking about how the modern salesperson has moved on from the 1990’s dinosaur. The customer is in control, over 65% along the buying cycle and despises salespeople, preferring to buy on their own using the internet. Much of it is true so how can modern salespeople distinguish themselves. A couple of years’ ago I climbed Mount Snowdon with my family for charity. Not an amazing charitable event, after all, it's not Mount Everest but a significant journey for us. The organiser of our charitable group hired a guide,…

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Danger Danger Salesperson Approaching

March 18, 2018
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| Categories: Business to Business, Business to Consumer

As a child I vividly remember being warned about strangers and never to trust them. When we saw an odd adult approaching us we would run away. Sad but it did keep us protected from predatory adults. Nowadays the same warning is given to customers but this time the caution is the typical salesperson. The archetypal 1990’s salesperson. All gift of the gab, slick, overcoming objections, too much talking, smooth and debonair. So 1990’s. Customers fear them. The message if you’re in selling is to not come across as the…

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Modern selling

March 7, 2015
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| Categories: Business to Consumer, Sales Coaching, Telesales

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,…

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