Prospects are using the internet to research and be informed about major purchases. Eventhough they have information and checklist of what they want, in reality, that's like reading a book on how to drive versus actually driving the car.
Top sales professionals are quickly learning how to be more of a "buyer" coach versus the traditional view of "salesman". These sales professionals are thinking and selling differently. It's no longer about presenting a product or service or having a solution that has been used for other prospects. It's about recognizing what makes each prospect unique and how the sales offer will not only meet the needs or expectations of the prospect - more importantly, anticipating needs the prospect has yet to realize.
Join us for another lively discussion about top producers who are thought leaders and value creators.
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