We now believe that high-performing salespeople aren’t consultative sellers, they’re not value sellers, they’re not relational sellers, and they’re not provoking sellers. High performing salespeople are ALL of these. In other words, they are incredibly agile; they have the ability to shift between different selling methodologies depending on the situation that they are facing.
Conversely, underperforming salespeople use no real methodology at all, which should come as no surprise. However, sadly, average salespeople, the middle 50%-60% of the sales organization are adept at just one selling approach and have a tendency to use it over and over again, no matter what the situation.
Our highly qualified, expert panel will discuss this significant topic in considerable detail.