I read a fascinating 50 page report yesterday on the crisis that is overwhelming the traditional selling approaches called "The Sales Person's Crisis" by Sean McPheat, the UK's leading expert on modern day selling.
The Sales Person's Crisis - download it for free.
Who Is Sean McPheat
Sean McPheat is an extremely bright guy and CEO of MTD Sales Training, recognised as the main UK sales training company in the UK with a host of big name clients like Ford, Birds Eye, CISCO and Coca Cola as well as many small businesses.
Sean is "one that got away".
I met Sean after he contacted me because he was looking for a coach/mentor and we got on great. I was extremely impressed and slightly in awe of him before I even met him as research showed me that he was already a leading sales trainer, executive coach and Internet entrepreneur.
I didn't close the deal, partly because we couldn't pin down what Sean wanted and needed from a coach but I still think he'd make a great mastermind partner.The Sales Person's Crisis
The free report, The Sales Person's Crisis lays bare the problems facing sales people, whether they are employed by large corporations or representing their own small businesses.
The modern buyer is much better informed that he or she used to be. Before the sales person often had the advantage of specialised knowledge and years of traditional sales training.
The problems are that:
- Buyers have wised up to sales training, either because the buyers are professional and want to know about the tricks being used to "manipulate" them (it is an ugly word but it applies to some high pressure sales techniques) or because the buyers are business owners who are also sales people.
- The Internet has made so much information readily available about your products and competitors products. Review sites and complaints sites increase the pressure, whether true or not and social networking has increased the range of friends to turn to for tips and advice.
The world in 2009 is different but a lot of the sales training has its roots back in what worked in the fifties, sixties and seventies.
You can be like King Canute (who tried to stop the sea coming in) and try to deny the changes and stubbornly resist the swing from seller power to buyer power and hope to reverse it.
Or you can learn to adapt to the new world of informed buyers with more information than they can handle.
I could tell you more about the Sales Person's Crisis but my advice is to download the free report from Sean McPheat if you are involved in selling - either face to face or over the telephone.The Sales Person's Crisis
It is leading up to the new audio CD set from Sean called Drive Time Sales Strategies. Sean has been kind enough to give me a free copy of the program to evaluate and review.
Disclosure - I am an affiliate for Sean McPheat and the Drive Time Sales Strategies. If you buy through my link, I will receive a small commission.