strategies that work e-Zine: August 2004

When was the last time you were in the position to be the buyer? Certainly all of us who sell have occasion to be the buyer at one time or another. We buy a house, a car, insurance, evaluate and select a college with our children. But it is not that often that we, who sell for a living, are in the position of being a buyer--an evaluator and a decision maker in a business-to-business purchase.

Do you depend on your product or service? Your company's name and reputation? Your post-sales support? Your technology? That's not really your stuff! How about your Personal Capital: your expertise, your insight, your knowledge of your customer's requirements, business, challenges, issues, competitors, opportunities, strategies. Now that's better.

©2004 -- The Stein Advantage, Inc.  All Rights Reserved

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