Written by Sean McPheat | 
The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf of the sales pro, to an in-depth internet-based research analysis on the part of the buyer – before they are even willing to interact with a sales person.
Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company, your competitors and they can even find out information about you on a personal level as well. But if you as the sales professional are still trying to sell to them with the same old tired methods and techniques then you are likely to find that you get turfed out of the running before you’ve even had chance to speak to your prospects!
The infographic below gives you a quick overview of the way the sales process has developed over the last 30 years and helps you to understand who the modern day buyer is and what they now want when they are looking to make a purchase.
Happy selling!
Sean McPheat
Managing Director
MTD Sales Training | Sales Blog | Image by MTD Sales Training – please give attribution to MTD Sales Training if republished
Originally published: 7 March, 2013
