Mike Shultz describes the evolution in the way sellers sell, the way buyers buy and what is required of sales leadership and enablement teams. He describes how sellers need to provide decision support for buyers.
As change agents, tomorrow’s sellers help lead customers to think and act differently. In this context, his article is applicable to veterinary teams and retail associates, as well as inside and outside sales representatives.
Source: Association for Talent Development, January 2, 2020. Link.
Buyers’ expectations for sellers are higher than ever. . . Status quo equals failure.” – Mike Shultz
INSIGHTS: To paraphrase Pat Malone, the objective in any conversation to help the customer reach the highest level of decision for that day. To do that requires we focus on becoming decision-getters instead of forcing an agenda onto customers. < link >.