1. August 30, 2016
Dear Sales Professionals,
The current customer first philosophy has resulted in the revolution in consultative selling
techniques. There are many important quality attributes acquired through the implementation of
consultative selling techniques into the sales cycle. These newly attained skills allow sales
professionals to confront and conquerthe daunting taskof maintaining higher customer
satisfaction rates. The challenges presented in today’s marketplace are some of the most difficult
we have ever encountered thus far in the profession of selling. The recent volatility in the world
economy has increased customer frugality in our ever changing marketplace. This has occurred
due to the massive commoditization pressures on the majority of consumer goods.The primary
objective to establish long term customer loyalty is the most important mission a sales
professional could ever accomplish. The only way to increase market share is to present solutions
to problems that our customer's were unaware they had, through a hypothesis selling process,
educating customer stakeholders and redirecting the allocation of company resources to a self
induced consumer driven and directed solution through a collaborative sale. I have learned that
holding gross profit is a challenge of and on its own. It is a necessity to educate customers with
concepts which expose the solution you provide as being proprietary to the company you
represent, but more importantly to value the concepts and industry enlightenment you provide as
an individual and a unique value added proposition. At this stage of insight selling these concepts
encourage customers to generate their own ideas of how only your products and/orservices can
solve their problems. The new age sales professional must guide and encourage customers to
convert these concepts into personal need-payoffsolutions for their businesses.Purchasing
decisions for the present and future profit’s of your companies future depend on the mastery and
delivery of the principals illustrated in this article which will soon be know as The Dawn of the
Era of Conceptual Selling.
Sincerely yours,
Michael Jacob Pugh
13485 SW HYLAND P ARK CT BEAVERT ON, OR 97008 (503)747 -2293
FROM T HE DESK OF
MICHAEL JACOB PUGH