The Problem with Sales today
Too often, sales is manipulative. We're taught to position our offering, to re-engineer the prospect's vision, to discover pain points - and then "Close".
Those techniques lost effectiveness as prospects became better informed by the Internet. In most cases, they know as much as if not more as the sales person.
In addition, the frantic pace in most companies mean individuals are increasingly averse to having their time wasted by to being "sold" to by salespeople who are clearly just trying to close a deal.
To make matters worse, a manipulated prospect is often an unprofitable customer.
Sales needs to change. We need a way to jointly uncover value with our prospects.