Before you think I have totally lost my mind, take a moment to read what I have to say about this topic – because I believe it has more Truth than I thought I would see in my lifetime.
Sure I read the book from Neil Rackham – one of the most acclaimed sales researchers in modern times – as he stated buyers do not want to be bothered by aggressive and pushy sales people anymore. That much I truly believe is correct based upon my interaction with so many buyers and decision makers.
Yesterday, I listened to a Marketing Expert talk about how much times have changed relative to actually how much a buyer needs a sales person. He stated prior to the widespread use of the internet, buyers actually needed us for product information and ideas for solving their problems.
Today, that has changed, the buyer can get as educated as they want from their laptop or tablet by searching the internet for product information, success stories, how to use our products, applications of solutions and even do some price comparisons – all without a sales person to talk with for one minute.
Does that ring any bells for you?
Okay, so what do you need to do to counter this change in need focus on the part of the buyer?