NEVER
SELL
ANYTHING
AGAIN
BY BARRY MOLTZ
I pity the small businesses that try to sell products or services only through
features and benefits. They think that hard sales tactics, like cold calling or
deep price discounting, actually still work and are a solid way to build their
business. They keep trying to sell to the same old prospects until these
prospects become so unresponsive that they are lost on how to find additional business.
40 PULSE
■
August 2012