By Tibor Shanto
Change is hard, and sales are all about change, and salespeople are always looking for the easiest way to get things done. Quite the mix! Add to that the fact that “change” is that it is constant, which would suggest that if you are in the business of peddling “change,” you should be inclined to change the way you work.
As sellers, we are working to persuade someone to make a “change” (usually to us), or we are working with clients to ensure they see enough change in our offering or product to prevent them considering or changing to the competition. The best salespeople focus as much on “changing” their approach and execution of sales as trying to get buyers to do the same.
That Poor Frog
Another way top sales professionals leverage change is by understanding the nature and the pace of change. The changes which grab headlines are generally significant,