Sell to solve the buyer’s problem, not to seek elusive product perfection

Did you know that your competition sees your weakness as strength? It never ceases to amaze me how, when doing a comparative market analysis, sellers (say, of This Company) are quick to lament thus: “Competitor J’s product has a higher torque than ours”; “Competitor K’s service is priced lower than ours”; and, “Competitor L has…

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