Sales used to be a structured approach and the heart of the approach was questioning, fact finding, reflecting back and closing. But today customer behaviours and demands have changed. Customers don't want to spend 40 minutes telling you about their problems and then listening to you while you tell them how you can help them. Customers are also much better-informed today. They research a lot more before they buy. They are more demanding and everyone wants the best value. Social media has also changed the landscape, by changing "word of mouth" to recommendations from strangers. All these changes now make what used to be a simple process-selling- more complicated what needs to change in the selling process to meet the needs of customers today. We will explore how the sales process has changed and how you can ensure your sales team will be successful.