Be Careful What You Wish For

Selling has officially become a game of “strategy”.

When I first started selling business telephone systems years ago there was no internet. Buyers relied on me to bring them product information, information on market trends and any information I could provide on their competitors.

Basically I was a “walking and talking brochure”, and they needed me.

When the internet, and Google, arrived on the scene full force information escaped. At that point in time the way in which I was needed shifted immediately and dramatically. That was the point in time when selling was redefined.

The truth about this game changing shift is that the vast majority of sales professionals got their wish.

Many sales people felt uncomfortable with the pressure tactics, positioning and what amounted to manipulation techniques that they were being taught in virtually every sales training program. Now, with information in hand, prospects overnight became much more savvy, saw through the gamesmanship and demanded business insights that would support them in the accomplishment of their business objectives.

That’s what the vast majority of sales people claimed they wanted to do and become. A person that would be respected as a peer, who would engage in business conversations and be viewed as a trusted resource versus a “product peddler”.

Be careful what you wish for, this newly elevated position comes at a price. It requires education, reading and study. You can’t become a trusted advisor or business consultant without paying this price. At least an “advisor” that is real.

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