How to prevent deals from slipping
Today I share the importance of understanding a customer’s Purchasing Process to avoid deals from slipping or apply unwelcome pressure onto your clients.
Here are the key questions to ask:
- One you’ve secured a yes, what happens next?
- Do they have a PO process, and what does the approval process look like for that?
- When you issue a Purchase Requisition (PR), who else has to approve and are they aware of this request?
- How long does your PR/PO process take once you’ve submitted the request
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…