Customers today demand a highly personalised and unique purchasing
experience: they require expert guidance in a purchasing process
that is relevant and efficient from start to finish. Less Contact,
More Impact explores the dynamics of corporate sales today and in
the future as a function of trust and cooperation. The RIO model
developed by Belgium-based Blinc Sales Institute marks the
evolution of a new era in which genuine contact between client and
salesperson is crucial to meeting the challenges of customer
expectations. The goal of this book is to guide sales in the
digital age in order to achieve maximum personal impact, better
results, and consistent customer satisfaction in a minimum amount
of time.
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