Lesson 4:

THE SALES
PROFESSION
HAS CHANGED
Selling is a skill and it can be broken down into manageable, simpler steps like to see, to think, to improve and to
grow. In the last 20 years, the world has changed drastically. The working life of sales profession has also changed
accordingly. Customers have become more cautious and consequently their buying decisions have become more
complex.
The sales profession has changed in terms of:
• Difficulty in closing deals
• More guides, books and talks available
• The customer does not have time
• Easy access to information
• Customer can switch off whenever he wants
This requires a need for shift in technique of selling the goods by making:
• Mastering our sales mind
• Dissemination of information
• Operate by and large in default mode
• Inefficient sales mind

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