If, during sales training, anyone uses such phrases as "Selling begins when the buyer says no" or "Overcome buyer objections", it is definitely wrong. These stereotypes should have been overcome years ago. Salesandmarketing.com has described why old techniques do not work any more and why it is definitely time to switch to a modern approach.
People want to buy
Salespeople who want to sell in every situation are led to believe they can talk buyers into purchasing. But this is inherently wrong: such an attitude is in conflict with the fact that human beings prefer to buy. Faced with the "sell in every situation" attitude, buyers will have the feeling that the purchase is something in which they are not really involved. In other words, it is something being done to them, rather than with or for them. Do not go to a business meeting with a "what I want to tell them" attitude, but rather "what do I want to learn from them."
Powerful customers
Thanks to the Internet, buyers now have more knowledge than in the past. And knowledge means power: a prospective client can visit your website to examine your offer and your reputation.
The behaviour of buyers has changed, so you have to be flexible to adapt to these changes. Customers can define their requirements by using technologies and especially without having to speak with salespeople. Rethink your mission during business meetings and align it with the attitudes of your customers. Salespeople's involvement comes later in the buying process; buyers are no longer a blank canvas.
Although your visible involvement occurs later, try to find out customers' needs, which they themselves have defined, from very beginning. Pay attention to your customers when they visit your pages. Try to find out their needs. Do not resort to stereotypes of traditional selling and do not try to persuade them of their own requirements.
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