Let the seller beware

first_imgThe sales landscape is experiencing a seismic shift, and credit unions are ideally suited to navigate this new terrain.Traditionally, salespeople had a huge information advantage over buyers and, therefore, the upper hand. Thus the adage, “Let the buyer beware.”But this has changed due to a shift in the “information asymmetry” that defines the sales relationship, says Daniel Pink, author of “To Sell is Human: The Surprising Truth About Moving Others” and other best-selling business books.“In just about every market for everything, we’re in a world approaching information parity,” he says. “Add to that the huge number of choices buyers have, along with their power to talk back, and we’re now in a world of ‘seller beware.’ Now, it’s the sellers who are on notice. It’s harder to take the low road, which means sellers are forced to the high road—and that requires some fundamentally human capabilities.” continue reading » 2SHARESShareShareSharePrintMailGooglePinterestDiggRedditStumbleuponDeliciousBufferTumblrlast_img

first_imgThe sales landscape is experiencing a seismic shift, and credit unions are ideally suited to navigate this new terrain.Traditionally, salespeople had a huge information advantage over buyers and, therefore, the upper hand. Thus the adage, “Let the buyer beware.”But this has changed due to a shift in the “information asymmetry” that defines the sales relationship, says Daniel Pink, author of “To Sell is Human: The Surprising Truth About Moving Others” and other best-selling business books.“In just about every market for everything, we’re in a world approaching information parity,” he says. “Add to that the huge number of choices buyers have, along with their power to talk back, and we’re now in a world of ‘seller beware.’ Now, it’s the sellers who are on notice. It’s harder to take the low road, which means sellers are forced to the high road—and that requires some fundamentally human capabilities.” continue reading » 2SHARESShareShareSharePrintMailGooglePinterestDiggRedditStumbleuponDeliciousBufferTumblrlast_img

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