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The Customer Has Changed; Have You?: How to Sell to the 21st Century Buyer
According to a 2015 Salesforce.com study, 82 percent of sellers are out of sync with their customers. Twentieth-century sales tactics no longer work!
The internet has changed the entire paradigm of selling. The buyer or customer is now empowered. The playing field of sales has forever changed. Have you adjusted to the new playing field? Has your sales team adapted to the twenty-first-century buyer? Are you still using sales techniques birthed in the 1990s? Consultative selling is no longer enough. The customer demands more! Value is the number 1 decision criteria!
This book gives you understanding and specific steps on how to effectively sell to the 21st century customer not just from a sales rep's standpoint but also from a sales leader or business owner's perspective in terms of methodology, training, coaching, and even forecasting.
The internet has changed the entire paradigm of selling. The buyer or customer is now empowered. The playing field of sales has forever changed. Have you adjusted to the new playing field? Has your sales team adapted to the twenty-first-century buyer? Are you still using sales techniques birthed in the 1990s? Consultative selling is no longer enough. The customer demands more! Value is the number 1 decision criteria!
This book gives you understanding and specific steps on how to effectively sell to the 21st century customer not just from a sales rep's standpoint but also from a sales leader or business owner's perspective in terms of methodology, training, coaching, and even forecasting.
212 pages, Paperback
Published December 13, 2017
300 people want to read
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Displaying 1 - 2 of 2 reviews
September 3, 2018
Value selling or selling value is the buzzword of The Customer Has Changed; Have You?: How to Sell to the 21st Century Buyer. Armed with the Internet and powerful online search engines, today's buyers or customers are becoming more sophisticated and value conscious. They want more customized or tailored, quality, total solutions that fulfill their business purposes while, at the same time, improving revenue, profits and reducing risks. Traditional one-way sales strategy no longer works well for the 21st century value selling. How and why a sales rep should adapt to fit in and can make his or her sales experience more valuable to customers and more rewarding for themselves? Bill Hart has all the answers and well-thought approaches for you in the book.
May 6, 2018
Very informative. After I finished it I passed it on to my real estate son who loves it and has my book still !! Highly recommended!
Displaying 1 - 2 of 2 reviews