In the world of sales, the Information Age is known as “The Age of the Buyer”
Why? Because with all the information that’s available out there, even unconsciously, the buyer is always in control. Be it feedback or real time product updates, buyers are now exposed to more information that they can ever consume.
(BRB, coming back as a zombie to read reviews of that camera we didn’t get to buy)
Sorry sales reps, but buyers are no longer actively seeking you to express interest and ask questions. They are now scouring social media and the Internet to ask questions and find reviews of products. Talk about bringing the water to the horse.
But eventually, we found a way to use this in our favor too. It is this control that paves the way for a whole new universe of data-driven smart selling.
Want to know how?