How to Compete for Buyers

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Vying for potential buyers’ attention has gotten more complex with 24/7 technology and increasing customer empowerment. The pace is faster too, which necessitates some nimble footwork in the sales arena, but ironically the sales process itself has had to slow down to assure prospects there is time to listen and understand their needs and provide workable solutions. This issue of Executive Edge explores how to ask the right questions, negotiate to find solutions, and how to advance the sale despite objections. Much of the power seems to rest with the relationship. It’s an important time to know as much as you can about how to compete for buyers.

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