Traditional sales training reinforces negative stereotypes of salespeople by teaching sellers the approach to manipulate buyers.
Now through the Internet, technology, social networking and social media outlets readily available to buyers, they are now in complete control the entire time. Vendors who aren’t selected, those who lost, never even knew they were in the game.
The reality today is that the buying experience begins for a particular vendor when a potential buyer accesses that company’s website or logs into a webinar hosted by the vendor. The buyer can readily get a ballpark figure of what an offering will cost. Now more than ever, it is important for sellers to engage initial interactions by doing interest qualification to uncover a buyer’s self-generated requirements. This validates and respects the research about the vendor that the buyer has already done. Failing to extend the courtesy of learning buyers’ self-discovered requirements trivializes their research and reinforces all the negative stereotypes of traditional selling.