In today's marketplace, people are exposed to services, ideas, products but they actually close the wall on that purchase attributed to factors like money, the economy, etc. The reality is that today's potential consumer wants to compare, investigate and do the research to get the best deal. Today's buyer thinks that way due to technology as it has literally exposed and made accessible the world's products so that every person can be their own bargain detective.
Within seconds, the internet allows anyone to compare thousands of products to find the best not by just feature, function and price but also through human experience and story. How you represent yourself in business will be echoed throughout many different lenses which is poignantly different than it was not so long ago.
The personal recounting about a particular product has more validity and perceived integrity than a brochure. This phenomenon is the result of social media because people seek human connection and communication. It used to be that people shared across the fence with their neighbor and got referrals from their friends to a good dentist (or whatever) and a relationship grew from the original fence talk… people want to feed their innate need to communicate and social media makes it really easy.
As you define your business model and products / services valuation, then becoming repeatable to network of people who can refer you into new opportunities becomes your primary focus. If your offerings are strong, you shouldn't have to sell yourself or your products / services.
Today's salesperson really needs to NOT explain their offerings in great detail; instead, their role is to give exposure to what they have or do and then let the potential customer 'mature' the sales process by asking questions and becoming their own detective. No longer can a salesperson just walk in and close a deal. Business today is not like selling a car. People will poke you and ask questions – that is the new process. They will kick more of your tires than they will buy.
