Description: Beyond Business Development are Business Results!!!
Whether it is year-end or mid-month, business grows when revenue hits the books. Too often businesses, particularly entrepreneurial enterprises, rely too much on strong monthly finishes. Insecure managers are quick to accuse their teams of procrastination. The reality is that buyers will often stall if they believe that they will get a better deal. The belief that the first team to commit in the buy – sell engagement loses, is an inaccurate yet common mindset! What if the early offer is truly the best offer
Where’s the Advantage ?
Well, how does a seller maximize that fear? In environments where buyers have as much information as sellers, or even worse the buyer knows that the seller desperately needs the buyer, the salesperson is out of luck. Take the seller’s offer and wipe your tears on the way home. But, what happens when irrational competitors enter the fray, or delivery time weighs in as much as price with regards to selecting and/ or engaging a vendor? At some point the effective seller gets an opportunity to seize advantage,