Selling can be understood as facilitation of a change management process for the customer. “Our Iceberg is Melting”, the beautiful fable by John Kotter and Holger Rathgeber is very valid for salespeople to understand what principles to apply so customers are motivated to change: the precondition for making a sale.
About Christian Maurer:
As a consultant, coach and trainer, Christian helps B2B sales leaders, who admit performance problems of their organizations, to define and implement solutions based on system thinking with clearly measurable outcomes.
Christian is also a lecturer in Master programs at ESB Business School at Reutlingen University and at Aalen University, both in Germany. His topics there are: Complex Sales Methologies, International Sales Management; Structuring and Leading International Sales Teams.