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
Sellers out to offer solutions, accept that their product has limitations but will not stop at seeking a solution for the prospect.| 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