A well-known Wall Street research firm once wrote a white paper declaring the death of the institutional salesman.
No way Jose! If that were the case, people would be buying everything through e-commerce and there would be no salespeople employed. The world still needs human interaction and salespeople.
Here is the problem….most salespeople, client service professionals…are too robotic in their communication. There is no real connection so it’s left up to the client to derive the value. Clients don’t want to buy features, they want a solution so how come we don’t talk about the solution instead of the features?
After all these years, I am still amazed at how few of us know how to really connect, understand the client, and help them understand in simple terms how their problems can be solved.
Connect, be a problem solver, not a product pusher.
Good night and good luck out there tomorrow.
Brick
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