The reputation of sales people is not the most comforting reason to choose a career in sales. Who would want others to think that they are…
Dishonest, Manipulative, Truth-Stretchers, Nosey,
Arrogant, Lousy Listeners, Egotistical, Liars,
Always Trying to Close
Yet, these terms are often used to described to describe sales people. This has been true since the first peddlers brought goods to rural families in the early 1800’s.
Yes, sales people have been branded. And a brand is hard to escape especially when many sales people continue to exhibit these traits.
Sales people who do not escape this brand will not be successful in The Future of Sales. It is becoming easier for buyers to just do without a sales person. Buyers will simply know the truth because transparency on the Internet is becoming more and more ubiquitous. Buyers will buy when they are ready to buy.
Professional representatives who provide goods and services to others will be thought of as ‘buyer-agents’, or valued consultants to buyers. These buyers will view these consultants as trusted advisors. They know that the consultant will provide valuable services that will help them find the best solution for their needs, even if the solution is to purchase from a competitor of the consultant.
Buyers will increasingly rely on the role of the trusted advisor to guide them. In fact, these valued consultants will inevitably charge a separate consulting fee and buyers will be happy to pay it.
Sound far-fetched? Read what is already happening throughout Europe in From Selling to Co-Creating by Regis Lemmens, Bill Donaldson, and Javier Marcos.
Keep referring to this web-site for more information about The Future of Sales.
Harrison Greene is the owner of Unique Selling Systems and specializes in helping companies prepare for The Future of Sales.