The world of sales is tough and seems to be getting tougher. Due to the current COVID epidemic, the global economy will continue to be flat for years to come. The lack of economic confidence, combined with significant changes in the way buyers execute their procurement research and vendor engagement, means that businesses must continually adapt the way they sell and now focus more on the value they provide to the customer.
In this old 2016 interview that Tony J Hughes had with John Smibert, one of the most influential people in professional selling in the world; we can get some really good pointers from both these experts on how value and not persuasion will be the driver of sales in the years to come.
This article was originally published on Linkedin Pulse
