Is It Time For You To Go Back To School?

Today’s customers are more knowledgeable, sophisticated and demanding - sometimes with a capitol “D”.

Teneo recently interviewed all types of customers for our new keynote presentation “What’s Keeping Customers Up At Night”. The customers we interviewed re-enforced what they are truly looking for in B2B environments; pro-active, consultative partners who understand their business, and its needs, and provide them with pro-active solutions.

What type of selling do you engage in with your customers? Is it transactional – just selling more of your products and services? Or are you using a consultative sales approach that allows you to truly understand your customer's needs and provide them with the appropriate solutions - giving them added value?

For many years, I too was guilty of “winging it ” in my sales approach, and was still very successfully in identifying opportunities and closing business. However, I’ve learned - and now train - sales teams to use the 7-Step Consultative Sales Approach: a proven step-by-step methodical process that moves the sale through today’s complex and longer sales cycle to earn more business.

Take a minute to stop and ask yourself, is it time for you to get Back to School and Back to Business by learning a new sales technique?