Some principles remain the same, but there are quite a few that do not. For one, customers have a lot more access to information today — before they even talk to a salesperson.
For this reason, salespeople who want to achieve great success must learn what it means to be an advisor.
I recently teamed up with Matthew Hudson to write about what that means, and in September 2014, we are releasing a book titled Advisor Selling.
I know what you are probably thinking—another book on selling. We understand. We thought the same thing when we were asked to write this.
But I think what you will find will be refreshing.
Our intent was to create a system that was easy to follow, not overloaded with lots of technical jargon, and simple to put into practice.
The concepts you are going to learn here are tried and tested. We have been on hundreds of hours of “ride along” sales calls where we were able to monitor not only the salesperson, but the customer as well.
We could see what was working and what was not. And this book is the edited version of those experiences over several years in several countries.
Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.