When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability
AUGUST 17, 2014
Partnership does not mean eliminating the tension between buyer and seller; it means that top-performing salespeople know how to strike a balance between achieving immediate results and developing the relationship fully. As I have said on numerous occasions, sales success today demands a radical shift from the “peddler” mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant.