The majority of buyers already read three to five pieces of content before talking to a rep. And as time goes on, buyers are only going to consume more content.
But not all content is created equal. It’s becoming more common to find prospects who’ve been misinformed or misled by subpar sources — making your role as a trusted advisor even more relevant.
To be successful in 2020, you’ll need to be skilled at “de-educating” in the prospect — in other words, figuring out where their knowledge is faulty and setting the record straight.
Source - Read More at: flipboard.com
As technology advances and we all become bombarded with information, to be successful in selling, some additional skill sets have become relevant.
ISC has been providing successful sales people to our Clients interview table since 1999.
Please feel free to reach out, whenever you have a critical fill sales opening.