...the consumer does not want to buy from a catalog, a piece of mail, or a voice on the telephone
Back in the 1960’s, social forecasters were predicting that salespeople would be made obsolete by the turn of the century through advances in computing and revolutionary marketing vehicles, such as direct mail and telemarketing. They could not be more wrong. More people are selling today than ever before, and even professions that never considered using the “s” word in the past, such as banking, accounting, law, and medicine, find themselves soliciting business on a day-to-day basis.
That’s because the consumer does not want to buy from a catalog, a piece of mail, or a voice on the telephone. They want to buy from a person who listens to them, understands their needs, and responds with appropriate products and services.
ACTION POINT: Make your selling activity personal by face to face listening to and understanding your customer’s needs.
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