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Great points on how important the personal touch is. The buyer is eventually going to need some sort of customer support after a purchase, so having a genuine, human relationship with seller should stick out in their mind as a reason to buy. Likeability of a salesperson goes a long way!


Totally agree Joanne - the human element of the sales process is still critical, particularly in more complex sales. The increase in reliance on technology by buyers does mean that they are far more informed than ever before, so sellers need to have a much broader and deeper understanding of their clients industries, not just their business - before the first sales meeting - than ever before.

Personally, I still see many sales professionals still struggling with this part of the change.

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