Avoid the word sell when selling

When the term sell is used, sellers are left high and dry as all other parties look on them as pariahs. Successful sellers steer clear off the word sell. This is because the word sell is pleasurable only to sellers.  To everyone else, most of all buyers, it grates on the nerves.  This is the…

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Adapt your selling to this uncertainty

“If business unfolded In real life as it does on Microsoft Excel, then everyone would be in business.” Planning is a science. Implementation is an art. This was true ‘BC’ (Before Corona) and is truer in these times of uncertainty we are in. Unfortunately, most sellers interpret uncertainty to mean, “Why bother planning? It just…

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Remove friction in the purchase experience

But technology is the simpler half of the story. The complicated half is shifting the thinking of the seller. It may be a sale to the seller but it’s a purchase experience to the buyer. And unless you are a monopoly selling electricity, the latter always triumphs.  The former tends to look inwards and can…

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