in the Internet Age is changing dramatically. Cold-calling techniques and mailings do not resonate with
today’s buyers. Buyers are using the Internet and other information resources to make their own decisions.
The Internet has put buyers in the decision-making seat. They now have the power to search and identify
products, services, and organizations of interest to them. And, increasingly, they reject attempts to grab their attention
through the conventional techniques of advertising, direct marketing and direct response.
While the Internet can introduce products and capabilities to customers, the sale of complex tangible
or intangible products cannot be achieved on-line. Personal, consultative selling remains the principal
way to close sales.
Most managers think the hardest talent to identify
in salespeople is the ability to close: “to ask for the order”. Not true. If
the salesperson has prepared the way correctly, the customer will want to close the sale.
Wasch, Sales Professional