What if everything you have learned about successfully selling was wrong – at least in this New Economy? “Trust No One” is the new mantra. Today’s prospects, buyers, business owners, and consumers are the most cynical and jaded group of buyers in history – and with good reason. They have been lied to and deceived […]
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Buyers tend to be transactional-oriented or relationship-oriented. Transactional buyers are concerned about today’s purchase. They do a lot of research investigating the product they are considering buying and consider himself or herself a product expert. They are not concerned about service, trust or relationships. They are concerned primarily about price and terms. They enjoy negotiating […]
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By Mike Dandridge It was a joke, really. A sheet of eight and a half by eleven paper, probably a photocopy made at a customer’s office, that hung behind the sales counter for years. You’ve probably seen it. It’s a black-and-white sketch of three generic cartoon characters, their mouths wide open, doubled over, expressing hysterical […]
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