Sales people today are confronted with dramatically new and different sales situations. Customers and prospects are becoming increasingly independent of the sales person. Sales must adapt to a much more autonomous customer who has other expectations on sales people than customers used to have. The “one-sales-method-fits-all” no longer exists.
Mercuri International’s Differentiated Selling© model defines different customer mindsets, based on how autonomous the customer is and what preferences they have towards you as a supplier, and how to deal with them.
By Mogens Danielsen