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Resources CM Yellow Pages Articles and Whitepapers CM Crossroads Articles Learn from your Vendor: Solution Selling
Resources CM Yellow Pages Articles and Whitepapers CM Crossroads Articles Learn from your Vendor: Solution Selling
Learn from your Vendor: Solution Selling
Address
Austin Hastings Austin_Hastings@yahoo.com
By Austin Hastings – January 2004
If your daughter ever comes home with a friendly, outgoing guy named Norbert, shoot first and ask questions later. Some years ago, a salesman named Norbert at the SCM vendor where I worked got a call in late December from a prospect that had decided to buy from a different vendor. He asked to keep an appointment he had made for a “wrapping up” session. He went to the meeting with a sales proposal in hand, and after “reengineering the vision” of the customer, actually left with a sales agreement. Now that’s a short sales cycle!
If your daughter ever comes home with a friendly, outgoing guy named Norbert, shoot first and ask questions later. Some years ago, a salesman named Norbert at the SCM vendor where I worked got a call in late December from a prospect that had decided to buy from a different vendor. He asked to keep an appointment he had made for a “wrapping up” session. He went to the meeting with a sales proposal in hand, and after “reengineering the vision” of the customer, actually left with a sales agreement. Now that’s a short sales cycle!
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