“Make a customer, not a sale.” How? Via stupidity and selfishness, not the brochure and jargon. Let’s find ease in this disease. Let’s celebrate a birthday-our column’s birthday. Appearing weekly in the Business Daily, Sales Pitch is now eight years old. This is the 380th article. How do we celebrate? By blowing one candle for
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The reason why the seller is confused is because he has always seen himself as selling parcels of land and not parcels of investment. Some sellers stunt their growth and limit the potential of their performance because of having a limited view of the product or service they are selling. For instance, most property sellers
Creativity is not nailing it with every experiment; it’s always trying new ways to experiment. Like these 4 sellers I watched as she stood at the parking ticket dispenser dispensing for, and presenting tickets to, drivers as they drove into the mall. Adorned with an infectious smile, she presented the ticket, and a flyer. You
It is a debilitating fallacy to believe that decision makers in an organization understand and are concerned about how the spinning of their cog, affects the movement of the organizational wheel. They don’t. There is reason why a business-to-business (B2B) sale is also called a complex sale. The Business Daily you buy from the newspaper
Whereas the CEO runs a company, the Strategic Account Manager runs the account as a project. The strategic account manager that fails to remain strategic compromises the position and therefore, account. For instance. The CEO of say, a manufacturing entity, tells his company’s bank relationship manager (RM) that he needs a personal credit card. The