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Donald B Ma

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Old School Selling not fitting for the New Economy

“Discover their Pain!” screamed the sales trainer, who was generations my senior. Back when I first started in sales, “Pain Selling” was he norm, and most practiced approach. For many it worked wonders – at least those sales executives transformed from transactional product-pushing towards diagnosing and consulting the client. For others, the pain-selling approach still […]

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