This book is for sellers, consultants, service professionals. She will show you how to create a new vision of the sales process and act as a guide and assistant for the buyer, and not just a source of information.
Potential customers have pretty much succeeded in solving their obvious problems thanks to access to an unprecedented amount of information on the Internet. Sellers can no longer deal with these issues. What they have to do now is to help potential customers deal with not-so-obvious problems, the need for which they, in all likelihood, do not even realize.
Customers need sales professionals who can become their guides on a journey called hourglass sales. I will definitely explain what it is, but first let me tell you why such a trip is certainly worth making. Continue reading