Did you know that your competition sees your weakness as strength? It never ceases to amaze me how, when doing a comparative market analysis, sellers (say, of This Company) are quick to lament thus: “Competitor J’s product has a higher torque than ours”. Or, “Competitor K’s service is priced lower than ours.” Or, “Competitor L […]| Lend Me Your Ears
Align your objectives to buyer's for a faster close. Conflicting objectives (you are selling he is seeking information) impede progress as...| Lend Me Your Ears
Focus on the customer’s problem with agility, and not rigidity with what you’re selling. Interact with the buyer around his problem with an| Lend Me Your Ears
Seek first to understand not to close. Resist the temptation to pluck the low-hanging fruit. For all you know, it could be bait.| Lend Me Your Ears