A lot of people think selling is about extolling product attributes, behaving like some sort of talking brochure. Yet that approach to be the least convincing is revealed by a survey of buyers. Customers want value, so salespeople need to begin creating it rather than just conveying it. Solving difficulties for the customer and giving them tactical-level advice afford the most possibilities to make value, asserts the author, a specialist on successful, powerful selling.
This article draws upon experiences and his research to propose what organizations and people have to do to distinguish themselves from the competition and where the selling profession is headed. It begins by understanding that customers are getting to be more and more polarized, purchasing transactionally or consultatively. Businesses must take these two contrary customer kinds and purchasing patterns into consideration when devising their sales strategies. It may hint migrating the transactional business to the marketing team, so the sales force can emphasize on profitable consultative sales
To Increase Sales, Change the Way You Sell Case Study Solution
PUBLICATION DATE: September 20, 2014 PRODUCT #: IIR126-HCB-ENG
This is just an excerpt. This case is about SALES & MARKETING
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