There is a power shift at play here, a shift from the seller to buyer. And we think this shift is great – it’s one that’s based on knowledge, respect and choice, not on manipulation.
Bottom Line – your prospects and clients are more sophisticated than they have ever been and are now in the driver’s seat. Old-school salespeople relying on closing techniques and slick moves are going to find it harder and harder to survive.
We suggest that they are extinct, but just don’t know it yet.
It’s not easy to completely revolutionise how you approach selling. It is, however, essential that you do – it’s a completely new world.
You can see some key distinctions between the new and the old world of selling in the table below: