In 1983, a swaggering, swearing Alec Baldwin – playing the role of Blake in the movie Glengarry Glen Ross – exhorted a boiler-room salesforce to “always be closing.” The high-pressure tactics galvanized generations of salespeople. But in 2018, these techniques have grown as outdated as Blake’s suit. They might have succeeded in the 1980s, but they don’t anymore – not with today’s informed, empowered buyers. HubSpot sales director Dan Tyre advocates a sales philosophy based on helping prospects – not closing them. getAbstract recommends Tyre’s inspiring outline of the essential arguments and strategies for buyer-centric selling.
In this summary, you will learn
- Why salespeople should “always be helping” prospects and
- What three steps a buyer-centric selling process follows.
About the Author
Dan Tyre is sales director at HubSpot, a producer of sales and marketing software for inbound marketing.
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Comment on this summary
3 months agoAt decision stage it can be too late already. In IT Professional sales you need to accompany customer throughout the journey and SHAPE the solution with customer.