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.
Summary for: https://youtu.be/R947o04zIVo by Eightify