“An effective salesperson seeks to understand the needs, concerns and situation of the customer. An amateur sells products, the professional sells solutions. This is a common denominator principle with its greatest power in interpersonal relationships.” Steven Covey. A quote from Steven Covey author of “The 7 Habits of Highly Effective People” one of the best...

  So, in this situation, you successfully negotiated the 4 P’s of marketing to the satisfaction of the prospect.  (Or so you are thinking) The prospect likes your Product / Service –likes your Place (distribution, service levels, philosophy) likes your Promotion (Sales team, name brand, incentives, etc.) and finally likes your Pricing (terms, conditions, pricing,...

One of my take-a-ways from spending over 40 years in the business-to-business sales and marketing world is how long-term relationships benefit the seller more so than the buyer. This article is a follow up to my recent blog “68% of customers leave as a result of perceived indifference”. Real world problems require real world solutions....