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The changing face of sales?

Jun 14, 2005 3:58 pm

re: re: re: re: re: The changing face of sales?

Ira Stoller

Mail did not replace face-to-face selling; it enhanced it.
The telegraph did not replace face-to-face selling; it enhanced it.
The telephone did not replace face-to-face selling; it enhanced it.
The web did not replace face-to-face selling; it enhanced it.
Video conferencing will not replace face-to-face selling; it will enhance it.

Each of these technologies has led to a more informed buying community and our selling methodologies have had to adjust. We're now at a point where we as sales people are dealing with information savvy buyers who rely on us, not so much to inform as to nail down the fine points of the sale. Can we do some of this by phone? By video? By email? Of course, and we'd be fools not to take advantage of these tools. However, I don't think that face-to-face selling will go away in our lifetimes.

Private Reply to Ira Stoller (new win)

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