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What does "professional selling" mean to you?
Some sales "gurus" and "thought leaders" are predicting the death of professional selling in the near future. These futurists suggest that the sudden demise of professional selling is due in no small part to the availability of information via the Internet.When I read such suggestions I can't help but think that "professional selling" must mean something different to me than it does to these sales "gurus" and "thought leaders". With that being said, what does "professional selling" mean to you?
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3 Answers
"Professional Selling" is the work of helping buyers make decisions. It's about navigating the exchange of value. And I don't believe it will ever disappear. Consumers might be able to complete some transactional sales on their own - like buying shoes online. But there will always be a need for sales professionals who help with more complex purchases. Most people aren't interested in buying a home, an airplane, a thoroughbred horse, or a piece of capital equipment on their own.
"Professional Selling" is the work of helping buyers make decisions. It's about navigating the exchange of value. Sure, consumers can make some decisions on their own -- like buying shoes online. But there will always be a need for sales professionals who help with the many purchasing decisions people aren't willing (or able) to make on their own. Most people aren't interested -- for example -- in buying an airplane, a thoroughbred horse, a home, or a piece of capital equipment without at least a little help.
Thank you Jeb for responding to the question. I appreciate the input.
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