We’ve been told that back in the 1950’s there were those who believed that “salesmen” (that’s how they were referenced back then…) would soon be unnecessary because of the rapidly-growing popularity of television.
“Instead of fielding salesmen we can run TV commercials,” they thought.
But, of course, this didn’t turn out to be the case… and, fast-forward about fifty years, some thought that the Internet would soon take the place of sales people.
But this too isn’t happening.
However, there is a related “species” that is fast-becoming endangered… these are the “order takers” among us. Order-takers are the type of “sales people” who don’t really assess a buyer’s situation or needs, but rather ask weaker questions such as, “What are you looking for?” or “What do you need?”
In contrast, the best sales people approach their work in a more value-added style; and the true value of a sales professional is their ability to assess a buyer’s situation and goals, and to then offer advice.
Even in cases of inbound requests for products or services, the professional and astute sales person confirms “why” the buyer is seeking whatever-it-is they’ve asked for, just to make sure the product or service is the right fit.
So to clarify, the answer to the title question “Are sales people becoming obsolete?” is NO!
But order-takers beware!