“Find out what needs your customers want fulfilled today.” — Peter Drucker
On the surface, it may seem like the relationship between the sales person and the customer has changed over the years. Certainly it’s true that customers have unprecedented access to information that can help them during the buying process. In addition, the sheer volume of information available to consumers means prospects are more likely to present originators with houses they want to see instead of the other way around.
However, the answer to the fundamental question, “What does the customer want from the sales person?” hasn’t changed. No matter how well-informed or knowledgable customers become, they still want a sales person to take then through the buying process and make them feel good about their buying decision. They still want the salesperson to take on the role as a third-party expert. How does your sales force view their role in the sales process?