Selling as Change Management
Selling is redefined as a process of change management, where the buyer transitions from unawareness to intent. The key lies in inspiring those who are interested, as they tend to focus on the benefits of change while underestimating potential risks. Understanding this arc can empower salespeople to effectively guide clients through their decision-making journey.In this clip
From this podcast
2Bobs
Alternative Forms of Reassurance
Related Questions
Explain the transtheoretical model and stages of change
Let's look at the first stage of the buyer's journey, particularly for those who are not consuming information related to online businesses and may either lack exposure or be skeptical. What is that profile, and what are the ways to engage and create belief in them?