Mark Zokle has greater than 20 years of experience under his belt where closing multi-million dollar deals is concerned. However, unlike some of his contemporaries, Zokle has grown with the times and molded his sales strategies to appeal to a more informed generation of buyers.
Q: What are the key differences between the old and new styles of sales?
Mark Zokle: Two decades ago, it was the seller’s responsibility to simply collect orders, make money, and close the deal. Today, sales professionals’ main priority is helping customers solve problems. Sellers must be customer-oriented and focus on helping the customer utilize his or her product or service in a way that benefits the customer’s bottom line.