Skip to main content
Podcasts Interviews Videos Contact Us Shop twitter facebook pinterest linkedin youtube instagram

Customers are in control of the buying process

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Customers in control of the buying process”.

It is good practice for salespeople to control the sales process. At least that is the conventional wisdom driving the way salespeople behave. Salespeople see themselves as experts, educators and advisors. They see their customers as ignorant and anxious recipients, waiting for their wisdom. The reality however is vastly different!

Customers aren’t waiting for … read more by subscribing.

Sign in using your email address to see the article.

Once we have verified you are subscribed, the full article (plus all other articles) will be shown and you do not have to provide your email address again for another 4 weeks.

* indicates required
Subscribe to our Mailing list for see more content.

Once you are subscribed, the full article (plus all other articles) will be shown and you do not have to provide your email address again for another 4 weeks.

* indicates required

We will not sell your details, please enter a correct email address. We also do not check the email address so to make this process faster. It's a fair exchange of value as you receive current and valuable information for a once a week email we send.