Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time

Chapter 1 I Owe U – next generation sales strategies

• Too many buyer–seller relationships are deficient in trust, enjoyment and shared commitment.

• ‘Push’ sales methods are increasingly counter-productive since every buyer and every conversation is unique. Prescriptive approaches will not work.

• Consultative sales approaches focus more on buyers’ needs, but can also be manipulative – targeting areas of interest to sellers rather than buyers.

• I Owe U is a next-generation consultative approach that takes the buyer on a more natural and engaging sales journey – differentiating the seller from the competition.

• In conversations, control rests with the buyer, with the salesperson following the buyer’s thoughts.

• The salesperson must recognise that they have ...