Comments on: The future of selling will be selling without actually selling http://www.theconversationmanager.com/2013/04/09/the-future-of-selling-will-be-selling-without-actually-selling/?utm_source=rss&utm_medium=rss&utm_campaign=the-future-of-selling-will-be-selling-without-actually-selling Everything you need to know to survive the age of conversations Mon, 06 May 2013 11:36:10 +0000 hourly 1 http://wordpress.org/?v=3.4.2 By: lancel premier flirt http://www.theconversationmanager.com/2013/04/09/the-future-of-selling-will-be-selling-without-actually-selling/#comment-4131 lancel premier flirt Tue, 16 Apr 2013 15:38:26 +0000 http://www.theconversationmanager.com/?p=8101#comment-4131 Over the course of a couple of months, we re-watched god of the particular Rings trilogy, the Godfather trilogy, and on the subject of twenty other sorts of movies that any of us loved and hadn¡¯t watched in any while. Over the course of a couple of months, we re-watched god of the particular Rings trilogy, the Godfather trilogy, and on the subject of twenty other sorts of movies that any of us loved and hadn¡¯t watched in any while.

]]> By: Peter Daneels http://www.theconversationmanager.com/2013/04/09/the-future-of-selling-will-be-selling-without-actually-selling/#comment-4123 Peter Daneels Mon, 15 Apr 2013 15:31:41 +0000 http://www.theconversationmanager.com/?p=8101#comment-4123 Steven 100% agree on that one=> making sure you still have the opportunity to close the deal says it all. interesting in the "selling without selling" discussion is the Book "The challenger Sale" http://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355 It describes that the top sales performers today are "challengers" who force customers to think outside their norms and who even highlight problems that customers have..... for being able to that, as a sales, you need content, you need to be a "social sales" and listen to your customers, again something that only can be done in a team..... more than ever, marketing, sales and IT need to work together! Peter PS like both your books, looking forward to the next one Steven
100% agree on that one=> making sure you still have the opportunity to close the deal says it all.

interesting in the “selling without selling” discussion is the Book “The challenger Sale” http://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355

It describes that the top sales performers today are “challengers” who force customers to think outside their norms and who even highlight problems that customers have…..

for being able to that, as a sales, you need content, you need to be a “social sales” and listen to your customers, again something that only can be done in a team…..

more than ever, marketing, sales and IT need to work together!
Peter

PS like both your books, looking forward to the next one

]]> By: steven van belleghem http://www.theconversationmanager.com/2013/04/09/the-future-of-selling-will-be-selling-without-actually-selling/#comment-4119 steven van belleghem Sun, 14 Apr 2013 06:22:38 +0000 http://www.theconversationmanager.com/?p=8101#comment-4119 Hi Harmen, I think the level of involvement combined with the level of insecurity of the buyer, determines the need for offline contact. If you look to banking: we want to do as many operational activities on our own, but for an important issue, we feel the need to talk to a banker. If you look to the evolution of the last few years, we are evolving towards buying more complex products online as well. Look at insurances, more and more people are buying them direct. Hi Harmen,

I think the level of involvement combined with the level of insecurity of the buyer, determines the need for offline contact. If you look to banking: we want to do as many operational activities on our own, but for an important issue, we feel the need to talk to a banker. If you look to the evolution of the last few years, we are evolving towards buying more complex products online as well. Look at insurances, more and more people are buying them direct.

]]> By: Harmen Stevens http://www.theconversationmanager.com/2013/04/09/the-future-of-selling-will-be-selling-without-actually-selling/#comment-4105 Harmen Stevens Fri, 12 Apr 2013 12:06:39 +0000 http://www.theconversationmanager.com/?p=8101#comment-4105 I agree with you Steven. And your point on e-commerce is well taken. Do you think there is a possible correlation between the type of company, the marketing it executes and the way that sales within that same organisation is done. If you, can you elaborate? I'm thinking of instances like Coca-Cola, where a handshake is hardly necessary for a bottle of Coke to be sold in a supermarket (excluding all the wholesales organizations in between then :-) I agree with you Steven. And your point on e-commerce is well taken. Do you think there is a possible correlation between the type of company, the marketing it executes and the way that sales within that same organisation is done. If you, can you elaborate?
I’m thinking of instances like Coca-Cola, where a handshake is hardly necessary for a bottle of Coke to be sold in a supermarket (excluding all the wholesales organizations in between then :-)

]]> By: steven van belleghem http://www.theconversationmanager.com/2013/04/09/the-future-of-selling-will-be-selling-without-actually-selling/#comment-4098 steven van belleghem Thu, 11 Apr 2013 18:21:04 +0000 http://www.theconversationmanager.com/?p=8101#comment-4098 Hi guy, thanks a lot for your point of view. I guess in some sectors you are right. However, if you look to the fast growth of e-commerce in a large number of sectors, in many cases the consumer is a 'convenience' animal as well. Hi guy, thanks a lot for your point of view. I guess in some sectors you are right. However, if you look to the fast growth of e-commerce in a large number of sectors, in many cases the consumer is a ‘convenience’ animal as well.

]]> By: steven van belleghem http://www.theconversationmanager.com/2013/04/09/the-future-of-selling-will-be-selling-without-actually-selling/#comment-4097 steven van belleghem Thu, 11 Apr 2013 18:20:07 +0000 http://www.theconversationmanager.com/?p=8101#comment-4097 Thanks for these good points, great to read your feedback. You are right, closing the deal is in many sectors still important. The selling without selling part makes sure you still have the opportunity to close the deal. 70% of the decision is often taken the moment people contact you or get in touch with you. The get on the shortlist, we will need other approaches than in the past. And I fully agree, sales people need to adapt as well to the new possibilities. And let's not forget, people are more and more evolving towards a self service world (banking, e-commerce), so in the next few years, it may continue to change. Thanks for these good points, great to read your feedback. You are right, closing the deal is in many sectors still important. The selling without selling part makes sure you still have the opportunity to close the deal. 70% of the decision is often taken the moment people contact you or get in touch with you. The get on the shortlist, we will need other approaches than in the past. And I fully agree, sales people need to adapt as well to the new possibilities.

And let’s not forget, people are more and more evolving towards a self service world (banking, e-commerce), so in the next few years, it may continue to change.

]]> By: Guy Verbrugghe http://www.theconversationmanager.com/2013/04/09/the-future-of-selling-will-be-selling-without-actually-selling/#comment-4095 Guy Verbrugghe Thu, 11 Apr 2013 10:21:08 +0000 http://www.theconversationmanager.com/?p=8101#comment-4095 The client is a social animal that still wants a face 2 face contact when he/she buys. The salescontact must be coherent with the message that the company wants to pass through. Training and coaching is necessary. The client is a social animal that still wants a face 2 face contact when he/she buys. The salescontact must be coherent with the message that the company wants to pass through. Training and coaching is necessary.

]]> By: Peter Daneels http://www.theconversationmanager.com/2013/04/09/the-future-of-selling-will-be-selling-without-actually-selling/#comment-4082 Peter Daneels Wed, 10 Apr 2013 09:20:03 +0000 http://www.theconversationmanager.com/?p=8101#comment-4082 as a sales I stay a bit critical vis-a vis "the selling without selling" future, no matter how good and relevant the content will be, closing the deal will stay extremely important ( =selling) I do think every sales should start using technology more, indeed our customers are becoming smarter, our competitors are, ....time to become smarter yourself as well! ( and too often sales people are expected to use legacy IT tools provided by an outdated IT department @daneelspeter as a sales I stay a bit critical vis-a vis “the selling without selling” future, no matter how good and relevant the content will be, closing the deal will stay extremely important ( =selling)

I do think every sales should start using technology more, indeed our customers are becoming smarter, our competitors are, ….time to become smarter yourself as well!
( and too often sales people are expected to use legacy IT tools provided by an outdated IT department
@daneelspeter

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