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If You Win, I Win

If You Win, I Win

Walk into a meeting with the buyer with the attitude that you have everything to gain and nothing to lose. You can’t walk out any poorer—no one is going to take your money, and you’ll have learning experience no matter what. You can walk away enriched with a new client.

If you view these encounters as adversarial relationships then you’re going to lose more than you’ll ever win, and the “wins” will not be very enduring. If you view them as an opportunity to provide value and improvement, then you’ll win more than you lose.

Marketing is, above all, a mindset. The good news and bad news is that you control that critical factor.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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