Did Sharon Drew Morgen get your attention? Good. Because she’s serious.
Most of you would laugh; tell her she’s wrong, that the sales model has been shifting and that the Internet has ‘changed everything.’ But what, exactly, has it changed?Sharon Drew believes that basically, sales has not changed since the beginning. Sure, the bells and whistles have changed: it’s far, far easier to get leads and interest; it’s much simpler to get your message out; it’s much quicker to find out whatever you need to find out about prospects. It seems to appear as if buyer’s buying decisions are different (they aren’t, we just know more). But all of this leads to… leads to what? At the end of the day, the buyer still has to buy. At the end of the day, until the buyer says ‘Yes’ and gives you a check, you haven’t made a sale. And all of your permission marketing, spin, digital body language, lead generation, and understanding of who and why and when and if a buyer buys, does little more than find the prospect, follow the external activities of the prospect, and then hopes – yes hopes – that the buyer will come back and choose you.