Small-business owners have known for a long time that transactional selling is dead. It was replaced by relationship selling, where trusted connections formed with prospects over a long period of time led to sales. This was effective because people tend to buy from people they know, like and trust.
Relationship selling is now dead. The Internet changed the way that customers buy. With so much information available, most products are commodities which are sold for the lowest price. Customers no longer need suppliers, they need insights.
What do you think?Barry Moltz