People don't buy products or services. They buy change.
As a professional seller, your job is to inspire buyers by showing them the benefits of change. To do that, you need to become an agent of change.
Join our guest, Richard Farrell, President of Tangent Knowledge Systems and author of the book "Selling Has Nothing To Do with Selling." Farrell is a popular speaker and can help you understand:
- How to find our if a customer has a compelling reason to change.
- How to differentiate yourself by how you sell, not what you sell.
- How to help your customer gain insight on their challenges that they can't get anywhere else.
- How the motivation to change is more important than the solution you offer.