“Have I actually communicated why I’m worth it?” Do they know, for instance, that your liquid formulation herbicide is easier to measure than the competitor’s cheaper powder form? Or are you obsessed with, “We (it’s never I) are struggling...
Read More
Buyers are like patients. Assuming they know the root cause of their problems leads to a misdiagnosis— a hit-and-run One of the most self-defeating assumptions sellers make is that the buyer has all the answers about him or his...