Press Release (ePRNews.com) - JACKSONVILLE, Fla. - Nov 28, 2017 - As the climate of the business landscape continues to change, the traditional salesperson is facing a decreasing lifespan. Technology has life-threatening consequences for the person working on commission: salespeople are becoming obsolete as their value is being supplanted by the computer and the internet. In “The Endangered Sales Person’s Path To Longevity”, Jacksonville resident John Fabiano addresses these terminal consequences head on and by examining causes and effects of this phenomenon via research and personal experience, suggests how today’s salesperson can arrive at a new, improved position of value for digital savvy buyers.
“Given the extent of confusion in the world today, the explosion of technology, and the pervasive epidemic of loss of trust and civility, is it any wonder that the salesperson does not have the same value he or she once enjoyed? Perhaps the opportunity is ripe for the salesperson to re-emerge as a necessary element in the core business formula. However, the return must begin from the basics and fundamentals before timely, relative, and effective methods and processes to satisfy the new attitudes of today’s “digital” customer can be affected.” (From the book)
According to Fabiano and other observers he quotes, traditional sales methods are no longer effective and buyers express concern about salespeople with whom they interact being properly trained or if they should be in sales at all. What has worked before needs to be updated to become timely and while salespeople are disappearing, one has to believe that “hope is a verb with its sleeves rolled up” so that they do not go the way of the dodo or Willy Loman.
Given the extent of confusion in the world today, the explosion of technology, and the pervasive epidemic of loss of trust and civility, is it any wonder that the salesperson does not have the same value he or she once enjoyed?
More than 80 percent of the population now have smartphones and use them for 93 percent of their purchases. Another survey indicates 64 percent of salespeople do not reach their quota, their targets.
50 percent of sales managers admit to having little to no time to train and nurture their salespeople, and, coincidentally, 50 percent of salespeople report having no playbook or plan. This further acerbates an already decreasing life span.
“The Endangered Sales Person’s Path To Longevity” is conversational in nature as well as direct with no embellishments. It gets to the point quickly and offers numerous programs, processes and exercises to help the salesperson, among other things, determine if he or she should be in sales or is in the right sales job. Throughout, Fabiano backs up what he writes with carefully researched data and anecdotal examples from his many years in sales management.
That Fabiano’s first career was in the theatre makes him eminently qualified to speak to all things regarding preparation, delivery, and value add, among a host of other things that neatly support a sales method of success.
John Fabiano enjoyed a lengthy career managing independent distributors in the sales of his company’s products, covering all states and Puerto Rico and ascending to become a national sales manager for a global communications company. It was a rare and valuable experience to observe diverse sales organizations and methods for over 20 years. He witnessed what worked, what didn’t, and what separated the top performers from the rest.
“The Endangered Sales Person’s Path To Longevity” is published by IUniverse (and is now available in softcover and electronic versions through online bookstores, including Amazon, Barnes and Noble, and Google, as well as the publisher’s bookstore at IUniverse.com.) Fabiano has also crafted a companion seminar offering on the subject, the value of which is described on his website, www.endangeredsalespeople.com. The site further includes frequent posts regarding conditions, trends, and evaluations of value to the sales rep and sales management.
John Fabiano Source :