Selling Online Needs New Skills

In this video interview I talk to sales guru, Neil Rackham on the topic of selling online. As he implies, the role of the sales person has changed immeasurably.

Thanks to the internet, buyers undertake extensive research before they get close to a purchase decision and consequently the role of the sales person is more that of a value creator than an 'Old School' persuader.

The marketplace needs 'consultative, creative sales people' he tells us and yet we're still surrounded by those who are selling as if reading from a sales brochure.

If you're involved in selling in any capacity, you'll be hard pushed to find a better investment for four and a half minutes of your time than watching this video.