Does it mean a change in the existing sales status quo? Does it mean a radical, catalytic change in the way of sales and the existing behavior of sellers in the market.
The emphasis is no longer on the tactic of pressuring the potential customer, with the aim of selling only, speaking continuously and believing that we are arguing.
The sales process today has acquired a purely advisory, participatory character, with a salesperson who has learned to listen, ask, advise, guide, and achieve what he wants in the end, without pressure, but with care, precision, and effective methodology.
In their new book, Antonis Zairis and George Stamatis present in a comprehensive and accessible way the profile of the modern salesperson along with tested advice. The tables, diagrams, examples, and grouping of the material make the reading so fascinating.