As 2017 marches on, there are several new trends poised to have a significant and transformative impact on the business world and sales in particular. While sales isn’t a static entity, as it’s constantly shifting and always in motion, savvy businesses recognize and capitalize on emerging trends first.
Below are a few of the major sales trends emerging for 2017, each of which can make a big impact on the bottom line.
Becoming Subject Matter Experts as Salespeople
Salespeople used to have far more control over the flow of information about products and features when dealing with customers. Traditionally, customers did a huge amount of their research of a product or service through a dedicated representative.
Today’s buying process has evolved from the familiar linear path through a salesperson. With so much product information now readily available online, and opinions and reviews accessible through social media, sellers must be educators and be knowledgeable of all the sources of information accessible to their customers.
This is a critical turning point salespeople. Those who have expert knowledge about what it takes to do a particular job, sell a particular product, or engage customers in some meaningful way have a huge advantage. Today’s successful sellers go beyond the traditional role and now add proficiency in follow-through and management of the sales process as SME’s.