We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.

Remember: when you walk into a DIY store to buy a drill, you don’t want the drill. Your end goal is to make a hole and, in order to achieve this, you have to buy the drill.

If what you sell doesn’t help me then why are you knocking on my door?

I can’t and won’t promise you magic sales fairy dust or the Jedi Mind Trick for salespeople – they simply don’t exist.

22% of current business-to-business salespeople will be replaced by search engines within the next five years.

We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions.

We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done.

In this wonderful modern age, if you know what you want, you can just reach out and, with the click of a mouse, take complete control of your entire buying and shopping experience.

Salespeople need to “Earn the right” to become suppliers more than they ever did before.