To vend, you need to know your own costs. To sell in a consultative manner, you need to know customer costs. To vend, you need to know your own sales opportunities. To sell as a consultant, you need to know customer sales opportunities. Realizing that you must come up with a cost-reducing or revenue-adding option, [...]
Monthly Archive for January, 2010
All business operations have a flow—they have a beginning, a middle, and an end. Manufacturing begins with raw materials and ends with finished goods in inventory. Data processing begins with raw information and ends with reports. There are costs at both ends; in between, there is nothing but costs. Consultative sales representatives should be able [...]