MI Differentiated Selling© - facing the revolution in buying behavior27.01.2015
Sales people today are confronted with dramatically new and different sales situations. Customers and prospects are becoming increasingly independent of the sales person. Sales must adapt to a much more autonomous customer who has other expectations on sales people than customers used to have. The “one-sales-method-fits-all” no longer exists.
Mercuri International’s Differentiated Selling© model defines different customer mindsets, based on how autonomous the customer is and what preferences they have towards you as a supplier, and how to deal with them.
By Mogens Danielsen