The role of the salesperson has changed significantly in the past 20 years. Today, clients have access to the same information as you do, they conduct their own research on what they want or need before speaking with you.

This means that clients are not interested in hearing you pitch the features of your product or the success your company has had, they can easily find this online.

Buyers want something else from you, the salesperson: they want you to understand them. To listen to them. They want you to help them find the answers to their challenges and their needs.

Why else do you think Buyers still want to speak with salespeople?

This is what this course is about: you will learn how to help your clients through their buying process, making them consider things they were not considering before, giving them knowledge that they don’t have, helping them solve their specific problems and meet their specific needs.

Listening to Buyers enables understanding, it generates trust. By listening more than you talk, you will be setting yourself for success, showing them that you are genuinely interested in helping them, not in helping yourself or what you sell.

By helping them, you will, of course, help yourself.