Today I want to share some valuable information to assist you in determining how to sell any buyer you are dealing with now.
I have been asked by sales people – how do I know if traditional selling, relationship selling or consultative selling is the right method to use? Great question with a simple – not easy – answer.
First, the best way to determine the best method is to determine what the buyer knows about what you are selling. You want to determine the level of knowledge and working experience a buyer has for your product or service. How often have they purchased this type of product or service in the past? In other words, what is their experience factor with your product or service?