It used to be that almost all sales involved interpersonal interactions. A salesperson approached a potential customer and offered products or services, or a customer walked into a retail store and made a purchase. Today, many business-to-business transactions still involve a traditional salesperson-client interaction, but both consumer and business transactions are increasingly moving online with little or no human-to-human interaction.
In the article linked below, I look at sales under two different models – relational and transactional. For each, I discuss tools commonly used to effectively manage through different phases of the sales process and, along the way, identify 42 different specific steps you can take to increase sales. Bottom line, “selling more” does not require “more selling”, but rather often involves better listening. If you better understand your customers and their needs, better meet those needs, and act in a way that builds their trust in you, you will sell more.
Read the full article here and see the 42 ways to increase sales.