This post was contributed by Leslie Groene, Groene Consulting, and instructor of several new online Sales Courses available in Printing Industries of America’s Integrated Learning Center.
It’s no secret that the role of a salesperson has changed. The Internet provides your customers with an infinite number of options making it impossible to compete on price alone. Customers are 57% through their buying process before they seek engagement with suppliers. Your customers expect more; to seal the deal, they want top-notch customer service and value-added benefits.
Shift 1: Salesperson to Consultant
You want your sales team to grow your existing customer base, acquire new ones, and/or...