Have you ever arrived at that point in the sale when everything seems to get more serious? Your prospective customer is increasingly demanding more, and there might even be a procurement person involved, set on undermining the nice relationship that you have developed with your prospect.
Well … the good news is that these are buying signals. The other news (good or bad depending on your point of view) is that negotiation is seriously underway.
So, in order to play the game well you will need to understand the rules, and to relish the challenge! The key points to remember are:
Rob Parker Associates Tender Services specialise in tenders and proposals.