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Customers today demand an extremely personalised buyer experience: they want expert guidance throughout a customised buying process. By contrast, sales today are conducted 80% through digital tools and remote meetings. How are sales professionals to meet the challenge this 'phygital' process presents'?
Using the RIO method, it maps out your conversation partner’s buying preferences and provides you with an exact picture of what is needed to foster trust and collaboration.
This whitepaper gives you an introduction to the 'RIO' sales interaction model. More than client typology, RIO represents the beginning of a new era in sales in which the authentic connection between customer and seller takes centre stage. By integrating this knowledge as seller or client advisor, not only will you grow your revenue, but also your self-worth and the positive influence on the people around you.
About the authors
#IkBlincUit - I excel in letting people get a professional return from their personality
Jochen Roef - Co-founder Blinc Sales Institute
#IkBlincUit - I excel in leadership forms that are based on collaboration towards results
Carolien Boom - Leadership Coach
#IkBlincUit - I excel in inspiring people from my passion for personal growth
Jozefien Defeyter - Co-founder Blinc Sales Institute