“Can’t you just show me on my iPhone?”
We all know what buyers want, they want solutions that help them achieve their strategic objectives, and no nonsense. If you can come to a buyer, deliver a solution which provides measurable ROI or achieves objectives, and earn trust, you’ve got a winning proposition for closure.
The issue is that the sales process, one oriented in earning trust and developing relationships, is losing ground to technology that empowers the buyer and fragments the communications market. The art of being conversational and understanding the buyer is lost in the fog of unknown buyer preferences and difficult to reach buyer mediums.
The walking-brochure sales rep is seeing a dramatic, and highly undesirable, reestablishment, not by choice, but by virtue of a tipping balance of buyer-seller power in the conversational relationship.