It has been increasingly difficult for order-takers to make a living in today's networked, mobile and interactive economy. The best salespeople are those who act not as order-takers, but as trusted advisors.
For example, if you go to a hardware store and ask someone to help you find something, and that salesperson simply points you to the correct aisle, he or she may make the sale, but not a loyal customer. However, when that salesperson takes an interest in what you need, asks questions and then helps you find what you are looking for (or a better solution), you're more likely to return to that store and seek that person out. You're no longer just going to the hardware store; you're going to see your trusted advisor who works at the hardware store.
- People:
- Daniel Burrus