Did you know that your competition sees your weakness as strength? It never ceases to amaze me how, when doing a comparative market analysis, sellers (say, of This Company) are quick to lament thus: “Competitor J’s product has a higher torque than ours”. Or, “Competitor K’s service is priced lower than ours.” Or, “Competitor L
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As this column has averred, there is no sales, there is no service; there is only profitable service. Therefore, in keeping with this, today’s message goes to those who see themselves as only service- and not sales-oriented.The importance of the extra sale cannot be gainsaid. To grow yourself, the customer, and therefore, the business, it