What You Need to Know
- The snake oil strategy is gone.
- Prospects can look up snake oil online.
- They also have caller ID, and they are picky about which calls they take.
There’s a lot to say about the changes we have gone through this past year and the changes we are being dragged into going forward.
So, in part one of our change journey review let’s talk about what’s happened so far.
A chronological view of the ever-evolving sales process will help us understand why the challenges salespeople must solve is ever changing.
These recent changes in sales are so impactful that the “sales process” has now been replaced by “The Buyer’s Journey.”
What Your Peers Are Reading
In early 20th century traveling salesmen were able to “sell snake oil” to unsophisticated buyers, traveling “pot and pan” salesmen mesmerized (and then sold) buyers who had never seen such cool cooking appliances.
Today, is there anything that a potential buyer has not (or could not) have seen before – even researched on the internet?
Today all sales are competitive. Today’s buyers no longer rely upon receiving your brochure to know what your product does.