As we emerge from the COVID pandemic, many of us will have to rebuild our sales skills to meet a new reality. That new reality is that we have to transition from transaction-based selling to customer-centric selling. When conducting a conversation with a prospect or client we need to break down the conversation into four components.
The moral of all this is that we need to be more sensitive to our client’s needs today and that we have to really pay attention to their needs. Our goal should be to deepen relationships at a more personal level and to offer value beyond product and service. In essence, we need to convert our sales process from transactional to client-centric.
Many thanks to Brad Leggett is the CEO of The Legget Group – a premiere strategic sales coaching and consulting firm, and Marc Brener is a Director with Energy Experts International, a firm dedicated to renewable and sustainable energy efficient solutions to the Industrial and Commercial marketplace who contributed to this article.