Changing Preferences: Answer Better Questions

Innovative delivery channels to sell how customers want to buy

Changing Preferences: Answer Better Questions

Innovative delivery channels to sell how customers want to buy

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Presentation: Today’s Sales Maze: Building Better Routes to Selling Success. There is more information available faster and more easily than ever. That does not mean that there is insight, that business people know what to do with the information in ways that will meet their needs and further their organization’s interests.

That remains a critical function of Sales people, to help people make sense of all of the information and to show them how to execute using it. Although, because the information is out there many people believe they can do it themselves.

Significant changes in how products and services are purchased, delivered and consumed. Does anyone buy anything anymore? The advent of software as a service, leasing and subscription services impacts how customers prefer to buy.

It is not merely the product or service you offer but how you offer it. Ben Hogan answered a better question for himself. Rather than trying to fix his putting, he focused on his strengths and became the best driver in the history of the game, to become one of the best golfers of all time.

One consulting company offers a subscription service, that is not their business but acts solely as a Sales Funnel. One of the Principals said she believes they are the only ones doing it. These business models represent new delivery channels that are matching the needs of the market.

Pay attention to the best questions to answer for yourself and your clients.

Executive Summit, Doylestown, 2018.

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