Archive for Tag: To Sell Is Human

Access to information is losing currency as the selling gambit

As long as access to information is lopsided to the seller’s advantage, buyer-beware will still trump. With information access being equal, seller-beware comes to the fore. The terrorist attack in Garissa was followed globally as it was happening, yet newspaper sales are on the decline. How? 21st C readers prefer other ways of consuming news.

Read More

Accept your product has limitations but still sell

Sellers out to offer solutions, accept that their product has limitations but will not stop at seeking a solution for the prospect. Your product has limitations; it is not a panacea to all the client’s needs. This is a pill most salespeople struggle to swallow. It does not help matters when selling is seen as

Read More
Stay ahead in a rapidly changing world with Lend Me Your Ears. It’s Free! Most sales newsletters offer tips on “What” to do. But, rarely do they provide insight on exactly “How” to do it. Without the “How” newsletters are a waste of time.