They expect salespeople to teach them things they don’t know. Customers demand more depth and expertise. Surveys of customers consistently show that they put the highest value on salespeople who make them think, who bring new ideas, who find creative and innovative ways to help the customer’s business.If you help customers think differently and bring them new ideas – which is what the Challenger rep do – then you earn the right to a relationship. It is a reward that the salesperson earns by creating customer value.
I believe that a customer relationship is the result and not the cause of successful selling.The relationship and the purchasing decision have become decoupled.It seems that the old advice, “Build relationships first and then sales will follow” no longer holds true. When we asked 1,100 customer what they valued in salespeople, we were surprised at how few times they mentioned relationships.Yet over the last ten years there have been some disturbing hints that relationship-based selling may be less effective than it used to be. Conventional wisdom has long held that selling is about relationships and that in complex sales, relationships are the underpinning of all sales success.In contrast, the Challengers, who are awkward to manage and assertive both with customers and with their own managers, came out on top. Research shows that relationship builders were unlikely to be star performers.The five distinct profiles of salespeople.Purchasing has gone through a major revolution.There have been huge changes to transactional selling as a result of the Internet.It was a set of identifiable skills that could be learned. Strong contributed to the new idea that selling wasn’t an innate ability. ? SUPPORT BESTBOOKBITS BY CLICKING THE LINKS BELOW
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