The days of “selling to” someone is long gone. Instead, the best sales professionals ensure their customers are an active part of the process—and provide them with tools to become your internal champion in the process. Use these five steps to facilitate more proactive and effective collaboration with your prospects.
Stay ahead with customer value thinking.
If you’re working as a sales professional, your primary task is to bring in sales. There have been many methodologies on how to sell products and services over the years. Product selling — straight-up convincing the customer to buy a product — has been the norm for ages. When that wasn’t enough, sales eventually moved from the product to the solution offered through the product.