Years ago, I worked in sales in the automotive industry, and only we knew the true cost of the cars we were selling and the amount of room we had to negotiate. We were in a position of power. This was before the internet, when the seller was the most informed party in any given transaction.
We held nearly all the cards and nearly all the information. Buyers had to take sellers at their word and work a lot harder to get second opinions and recommendations from friends and family. There were no online reviews. Whitepapers, eBooks, webinars and analyst reports didn’t exist yet.
Well, now the power has shifted to the buyer.
Continue reading at Old School Selling: How’s That Working Out For You?
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