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It’s Time for a Buyer-Centric Selling System!
February 19, 2020 @ 8:00 am CST
Have you seen the recent B2B buying research? Study after study report that buyers:
– don’t trust salespeople
– don’t believe they understand them or their businesses
– do more and more of their own research
– aren’t getting the insights they want from sellers
– are growing weary of stereotypical seller behavior.
More than ever before, buyers don’t want to feel “sold to.” Yet, sellers still have quotas and a job to do. It’s a conundrum, for sure.
Fortunately, there is a path forward. It’s time to shift to a buyer-centric selling system that prepares reps to deal with modern buyers to “help them buy” and earn their respect and trust, while still being able to meet company quotas and succeed in sales.
The remaining challenge is how to get your sales force moving in this direction and selling in a new buyer-centric way. That’s no small feat, either.
After outlining why it’s time to change and what buyer-centric selling really means, Mike will share how to lead the (r)evolution with your sales force, to change behaviors and achieve mastery with this new methodology.
You will learn:
1.Why it’s absolutely imperative to make the shift to a buyer-centric selling system now!
2.What a buyer-centric selling system really means.
3.How to guide your sales force through the shift