The Doctor Is In

Ever notice that when you go to the doctor, you get asked a lot of open ended questions while the physician says little? Much like a doctor, sales people help buyers with problems by asking questions and saying little. Rather, that is what the good sales people do. The patient replies with answers which are…

Is Different Better?

“Different isn’t always better, but better is always different.” – Marshall Thurber, entrepreneur I like this quote because it sums up my thinking about how customers will buy an offering because of its differences not because it is like another offering. This is true even if the offering is a commodity or is nearly the…