After many years of being a Sales Trainer, I believe that most salespeople are not aware of how their customers define good selling. Without this insight sales organisations will be training and coaching the wrong skills. So, working closely with my Infoteam colleagues I have written a book about how to fix this problem, called Customerized Selling – Learn How Customers Want you to Sell.
This is what Christoph Seeger, Chief Editor of Harvard Business Manager, has to say about the book:
“Most vendors carefully research what customers expect of their products and services, but few, if any, ask customers what they expect of their salespeople. That’s a mistake.