Becoming the voice of reason means first understanding the customer’s situation, then adapting in a way that addresses the specifics of their challenges.
In the latest brief from Richardson and Sales Performance International, The State of Sales, we look at data from hundreds of survey responses revealing the current selling climate and how effective sales professionals are responding. We examine:
- How customer purchase evaluations have changed and how to respond
- How sales professionals have changed their approach in the last two months
- How the frequency of sales engagements is fluctuating and what it means
- How sales professionals are reassuring customers as uncertainty pervades the market