Top Highlights

• It does require a deliberate focus on caring about what would be of interest to this particular buyer at this moment in time. Adding value means first understanding what would be valued.
• To add value means to bring a little extra to the meeting – not extra product or extra incentives necessarily, but extra value
• Step-by-step processes fail the seller who does not first establish a solid connection with a buyer.
• they want to work with sellers they can connect with and trust.
• Buyers now rely on their peers – other buyers – to provide first-hand knowledge and user experiences.