Selling, Is It Changing?

– by Matthias Roberg

The days of selling in the traditional sense of the word are over, we need a new framework that defines what selling is today.” – Tom Searcy. It is predicted that in 2020, customers will manage 85% of their purchasing transactions without talking to a human (Hubspot 2015). So how prepared are you for this future? I recently came across some sales material that questioned if selling as a we know it is relevant today. The question really is, are people buying the way they used to? Technology and the availability of information today means that the customers’ expectation of the seller may be changing. 

The world where the seller was the product expert has changed to a world where the buyer has access to all the product or service information he/she needs, without speaking to anyone. Selling today is increasingly more about, “solving big problems, helping develop unique product components or service in order to offer benefits and advantages” to the buyer. The implications for business is a need to review current sales strategies. Understanding customers’ buying habits and needs, how best to streamline and deliver consistently on brand promises, developing the necessary skills for speaking to qualified customers, and deciding which opportunities to pursue will become increasingly more important decision facing organisations when deciding on what and how they will sell in the future. “There is a time for everything, and a season for every activity under the Heavens.” – Ecclesiastes 3:1.


JOY! Magazine (October 2017)

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