It is a dark and stormy evening.
I am tired.
I have been on the road for two weeks.
I just received a Request For Proposal (RFP) from a GIANT company who I have never spoken to. What do I do?
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OK. This may be a “bit” dramatic. Still, you’ve been there, right?
The first thing I want you to do is…breathe…
Now, let’s take a look.
Salespeople have been trained to create physical and emotional reactions from their buyers. We know them as “finding the pain points”, “creating urgency”, “challenging assumptions”, etc.
Buyers at big companies have been trained to do the same thing to you. Continue reading To Play or Not to Play – 3 sane steps to deal with RFPs