How to sell in a seller’s market? One might think, “Easy. Manifest Destiny. Just go for all you can get.”

You’ve been counting the days until Christmas. The market has turned-and it’s too bad that buyers are getting coal in their stockings. Deal with it! After all, you did when the tables were turned the last year or two. Right?

For many years I sold copiers and duplicators for Xerox. One of my largest accounts was a hospital. I had 14 machines installed there and a purchasing director that kept me up at night. Vince was old school. He tried to grind every salesperson for the lowest prices and best deals. Nothing wrong with that, but his attitude to salespersons was condescending-almost resentful.

With four generations now in the U.S. workforce, it is imperative that management and marketing professionals know what makes customers and co-workers tic– and make sure they click.

In the movie, BIG, actor Tom Hanks portrays a Little Leaguer who, after being granted his wish to be transplanted into an adult body, quickly ascends the corporate ladder at a toy manufacturer because he has retained his early teen’s mentality and insight.

Want to find new ways to sell more?  Who doesn’t?  Research indicates that smart companies who are ramping-up sales are listening better, broadening their service and product lines, exploring new markets, and generally trying to make themselves an indispensable asset to their customers.
While much of corporate America is trying to do business with less-less money, fewer employees-and sadly, fewer customers–a few renegades have begun to ask:  “How can we sell more?”  These high flyers are coming to realize that they can only shrink themselves into profitability for so long.  Controlling …