Description
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.
