Archive for Category: Detailing

Convert internal training to customer understanding

Convert internal training to customer understanding to thrive in selling. Why? Because, unfortunately, internal sales trainings are company, not customer, focused. They focus inward, not outward. They focus on the science of the product, not art of selling it. If only companies knew just how accurate the term internal is when it comes to their

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How to sell when limited by ethics

Limited by ethics or not, whichever tactic the seller deploys requires that he insert himself in the buyer’s business. To begin with, looking at marketing purely as giveaways or advertising is limiting, even idle. Usually, sellers compete on one or a combination of what are called marketing P’s. That is, product quantity or quality, price

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