sales

As a professional sales and leadership trainer with over 24 years experience around the world, I have seen several changes in how successful sales is both seen and executed by sales people and viewed and received by their customers. In the past it was all about “solution selling”. This largely involved customers telling you what they wanted and then configuring your products and services to match as many of the customer’s requirements as possible. The value lay largely in the products and services. The customer was also prepared to pay a small premium for your product knowledge and expertise. If you did this often enough then even an average sales person (or a ‘talking brochure’) could enjoy a respectable level of success.