The Sales Sherpa - What Buyers Want | 428

Salespeople need to shift from selling to guiding and clarifying,
becoming domain experts in order to help customers navigate the
overwhelming amount of content and make informed buying decisions.

Understand how the client mindset has changed over time to
use it to your advantage in sales.

Customers want more information and guidance from
salespeople, as they are now 57% into the buying journey
according to The Challenger Sale.

Customers are already forming preferences before contacting a
vendor, so it's important to understand their buying cycle and
the number of decision makers involved.

Customers are overwhelmed by the abundance of information and
the increasing number of decision makers involved in the buying
process.

Buyers are more informed and involve more decision makers, so
salespeople need to adapt their approach to ensure success.

Your expertise as a guide is crucial in helping customers
make buying decisions in the age of overwhelming content.

Become a domain expert in your field to guide clients to make
buying decisions, shifting from selling to helping and
clarifying.

Focus on delivering real content, engaging the audience, and
motivating them to push beyond their comfort zone, always making
the client look good.



 


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