Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships by Charles H. Green

Author:Charles H. Green [Green, Charles H.]
Language: eng
Format: mobi
Publisher: McGraw-Hill Education
Published: 2005-11-17T05:00:00+00:00

THE CLIENT

Laura is the head of HR for ABC. She is going to a meeting with William, the project manager on the new XYZ job. She has worked with XYZ before, with good results, though with some effort. It makes a difference, she has decided, whom you get from XYZ to staff the assignment. She knows that Mary is probably the best at this issue and is inclined to insist that Mary be staffed on the job. Laura is willing to postpone the assignment by up to four weeks to get Mary. The meeting is about project scheduling, but Laura feels staffing must be made an issue early on.

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