New skills for New Business selling
The world has changed …. Now we are in the era of Insight selling
Many of our clients come with a variety of selling styles learnt in the past. This is itself means that in many teams there are variations of approaches to the market. That has it strengths but customers have radically departed from the old ways of buying, and organisations are increasingly finding that their sales staff are relegated to price-driven negotiations.
Customers are coming to the table armed to the teeth with a deep understanding of their problem & a well-scoped RFP for a solution. It’s turning many of our sales conversations into fulfilment conversations. We must learn to engage customers much earlier, well before customers fully understand their own needs.
Solution selling is no longer an effective sales method in light of customer access to good information.
We can help you bring the necessary skills together & make changes needed in this era of Insight Selling.
Many of our clients come with a variety of selling styles learnt in the past. This is itself means that in many teams there are variations of approaches to the market. That has it strengths but customers have radically departed from the old ways of buying, and organisations are increasingly finding that their sales staff are relegated to price-driven negotiations.
Customers are coming to the table armed to the teeth with a deep understanding of their problem & a well-scoped RFP for a solution. It’s turning many of our sales conversations into fulfilment conversations. We must learn to engage customers much earlier, well before customers fully understand their own needs.
Solution selling is no longer an effective sales method in light of customer access to good information.
We can help you bring the necessary skills together & make changes needed in this era of Insight Selling.
