One of the things that I find most confusing in sales is that we sometimes take it too lightly.
This phenomenon often occurs when salespeople already have a lot of experience and go into what we call “Autopilot.”
This phenomenon appears when salespeople start to feel comfortable with selling. The steps that they used to do are now ignored. This happens because they assume they already know everything there is to know and will not find anything new.
This kind of attitude is the beginning of a transformation of a good salesperson that until now excelled, into an average salesperson who doesn’t leave his or her comfort zone.
When we work with commercial teams in the field, we try to verify their commercial process with two objectives.
The first is … [ Read the rest » ] “Consultative Selling: Are your customers like onions?”