Sell 'em in bunches like bananas

An old sales training axiom is "sell 'em in bunches like bananas," meaning it's smarter to sell many things at the same time than it is to sell them one at a time.

Apply that to the corporations that sell through sales channels. That's exactly what they're supposed to be doing--selling a bunch of tractors or cars or planes or boats or artificial hips in bunches through their dealers, reps or other channel partners.

Yet, only the smartest corporations get that. Many corporations view their sales channel as something less than a partner.

Right now, there are dealers that know how to sell products "in bunches like bananas," why not learn from them and help more dealers do the same? The best corporations will be doing that, the rest will be wondering where their market share went.


Barry LaBov
LaBov and Beyond
www.labov.com