Aug 27 2019
"Customers are no longer impressed by a product or service’s bells and whistles, nor will offering the lowest price sway them.”
Sales leaders across Australia all agree: attracting, engaging and retaining clients is becoming increasingly difficult. The bottom line is: clients are seeking a more personalised, consultative sales approach. But these needs go beyond the buzzword ‘trusted advisor’, which is someone who understands the challenges a prospect or client is facing.
The paper discusses the need for sales to move beyond trusted advisor status and lean into becoming insight experts to exceed buyer expectations.