International Business Program

Probably already found this behavior quite widespread in sales management in interviewing potential buyers. Perhaps you have noticed when trying unsuccessfully to get an interview with a potential client or when directed to a visitor to his shop and say “I’m just looking.”

No, not for a moment believes that the profession is extinguished. It’s just that we have not understood that “nobody wants to sell him because consumers and customers today prefer to always take your best purchasing decisions.”

However, those who sell or attempt to do this should not be afraid to marked changes in the behavior of today’s consumers in its niche. It’s just a matter of careful analysis of the reasons that generate and make necessary adjustments to adapt to this new stage today and tomorrow.

The three main reasons that have been changing the behavior of everyone when you want to satisfy a need or solve a problem, are:

1. The growth of wealth of information available online in the last decade and will continue to grow in an even more steeply;

2. The evolution and intelligence of the consumer, since those who know what they want and do research on your own come to shop with clarity and the product or service “and only require it to provide the best price and conditions;

3. The widespread malpractice in the management of sales, which over time and the amount of bad experiences have been changing their demands in the way they feel should be ideally served.

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