New Book reveals:
Ten lessons for successful
selling in the New Economy
(New
York) Research from the newly released book “Selling 2.0” has discovered ten
lessons for successful selling in the New Economy that often run contract to the
conventional wisdom that ha existed in sales circles for years. that the most
important factor motivating a customer to buy from one salesperson over another
is the level of trust in the salesperson. The development of a personal
relationship between buyer and seller rated a distant second.
The ten lessons:
#1:
It is more important to be well trusted than well liked.
#2:
You have to create value, not just talk about it.
#3: There are bigger differences
between how you and your competition handle customers than between your
products.
#4: You sell to a customer network,
not a collection of isolated customers.
#5: Information is a commodity, knowledge is power.
#6: You will sell more as an agent
of change than as an agent selling products.
#7: You are your client’s
personal brand manager.
#8: Customer loyalty is the result
of better customer strategy not better customer service.
#9. It is easier to differentiate
your product in the future than in the present.
#10. The biggest sales will go to
the most aggressive customer motivators, not the most aggressive customer
pushers.
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