TouchPoint Selling

Jan 7 2008 6:58AM | Permalink | Email this | Comments (0) |
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By Glen Singer

I just met with friend who’s a manager in one of America’s toughest markets. Phoenix, to be specific. He said something I’ve been trying to say for months … but was able to instantly say it better. And not only did he say it better, he said in a way that made it instantly easier to understand. Here’s what he said.

“Today’s market isn’t about advertising or marketing techniques that used to work. Today, it’s about doing things different … it’s about conversion rates”.

And the more I thought about it … the more I knew he was right. Think about it. In today’s market, everyone is forced to at least be in the “Ball Park” as far as their pricing and incentives. Which causes everything to become a “sales game”. In other words, it’s all about who does the best job in terms of selling … not who does the best job in terms of discounting.