In a recent executive coaching meeting, the subject of RFPs came up…this is a common issue for both resellers and technology manufactures – one worth addressing here… The confusion comes when we try to relate this to the sales strategies I’ve described over the past several months. The four things buyers buy – is this […]
For some reason, discussing money is the major hurdle. Yesterday I had several sales calls with potential buyers. One example stands out… We had discussed the need, talked about options, come to a conclusion on next steps, and even picked dates to begin. My prospect then said, “Send me a proposal with some options and […]
My son has never had pizza! Can you believe it…you should know by now that I eat pizza at least once a week, and that’s a bad week for me. Why have I deprived me son? Be cause he is allergic to everything. Gluten (which knocks out just about every restaurant bread), wheat, corn, dairy…that […]
After several posts on proposals and some words on pricing, people have responded with all sorts of reasons on why they can’t give a fixed price. Believe me, I understand the dilemma. If you just don’t know what it will take, you don’t want the risk…here are the common objections: 1. Client doesn’t want to […]
