Alan Weiss’s Monday Morning Memo® – 10/21/13

October 21, 2013—Issue #213

This week’s focus point: The last successful “elevator pitch” was probably someone actually selling an elevator (perhaps Otis). Power is with the buyer, not the seller, because information is readily available. My son-in-law knows more about buying a computer than the sales people do about selling them. We can check anything from brokerage fees to an auto’s invoice price to the dealer online. We can investigate, compare, and choose dinner reservations, airline fares, or vacation destinations in minutes. It no longer makes sense to keep pounding the old rubrics about building sales skills. It’s time we focused on enabling the buyer to buy. That’s where the power is.

Monday Morning Perspective: It’s not economical to go to bed early to save candles if the results are twins. — Chinese proverb

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