Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship by Mahan Khalsa & Randy Illig

Author:Mahan Khalsa & Randy Illig [Khalsa, Mahan]
Language: eng
Format: mobi
Publisher: Portfolio Hardcover
Published: 2008-10-29T14:00:00+00:00

Play Anyway

If we left a “back door,” we still have the option of proceeding to the Exact Solution step, even though it isn’t likely to be exact. Sometimes we figure that we have as good a chance of guessing as anyone else, and choose to roll the dice. As we will discuss in the Winning section, we should advocate for plenty of time to present our solution. We can use part of the presentation time to facilitate an Opportunity dialogue with the client stakeholders. We might start off by saying, “Our goal is to provide you with a solution that exactly meets your needs. Toward that end there are some things we know and some things we don’t know. Your company has given us some good background information—sufficient to come here today with a good hypothesis of what will work. However, we haven’t had a chance to speak with you personally and wouldn’t feel comfortable making a final recommendation without more fully understanding your perspective on what needs to happen. Before we present our solution, would you mind if we ask you a few questions?”

Combining inquiry and advocacy in one meeting is not ideal, but it is definitely better than no inquiry at all.

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