Selling: The New Norm

CHAPTER 2

The Cancellation of Old Practices

There are tremendous changes in consumer buying patterns, customer behaviors, and selling processes. Years ago, selling required onsite demonstrations and “live” representatives. Today, customer conversations are conducted over the Internet and demonstrations are arranged with apps and cloud computing. In fact, to a large extent, consumers have full access to vendor information and products. They self-educate due to lack of time and budgets.

Although there is a profound need for selling professionals, the increased use of technology has minimized numerous sales roles since the consumer has access to voluminous amounts of information. The customer is now in control, more so than ever before, requiring ...