Buying has changed. There’s more information than ever for buyers to sift through. And they want to do a lot of that on their own. Decision-makers’ perception of the value of a salesperson with commission-breath (that you can still smell in a virtual meeting) is rapidly diminishing.
Therefore, selling needs to change. For those that are holding on to the traditional selling approach they learned a few years ago, it spells trouble. But don’t take our word for it.
Simply, buyers are more emotionally closed to sellers than ever before. They are unreceptive. And when someone is closed, the more selling, persuading, case studies, and logical arguments you make to them, the more closed they become. The bottom line is that the value of your message or value proposition is less important than the customer’s willingness to listen with an open mind.
So, what do you do? Shift your focus, from selling to creating receptivity with your customers. Other-Centered® Selling will help you do exactly that – increase receptivity with your new and existing customers.
Wrap up with practice and application to help you become an Other-Centered® seller – more influential, better results, more fulfilled. Enjoy!
ASLAN is best suited to transform sales organizations with 50 or more sales reps. As a valued Highspot customer, we are offering a complimentary Sales Capability Assessment for 3 of your sellers. We will:
Available to Sales and Sales Enablement Leaders with more than 50 sales reps in their organization Willing to sign NDA before reviewing calls.
Find out what it takes to get your content on the digital shelves.