To navigate today's paradox of choice, customers want salespeople who can guide them on their buying and implementation journeys. Sales & Service Excellence Essentials recently published an article by Lou Schachter, global leader of the BTS Sales Practice, and Rick Cheatham, head of the BTS Sales Practice North America.
The piece discusses how salespeople today must become navigators to increase effectiveness and better meet customer needs. "Customers see too many choices without clear differentiators. At some point, it becomes easiest to make a choice based on price. But customers do not want to make their purchase decisions based on price- they want salespoeple who will help them narrow the options and make the right choice." When a salesperson acts a a navigator, everyone benefits.
Read the full 'Salesperson as Navigator' here.