RFPs Suck! How to Master the RFP System Once and for All to Win Big Business by Tom Searcy

Author:Tom Searcy [Searcy, Tom]
Language: eng
Format: mobi
Publisher: Channel V Books
Published: 2009-08-24T14:00:00+00:00

What buyers do buy is what they can sell and defend later. Because though it's not articulated, your buyer is imagining a conversation that will take place in three months' time, when he or she is being challenged about his/her buying decision.

"Why on earth did you buy XYZ?"

"Why did we change over from the former systems to the new system?"

"Do you have any idea how much trouble this is causing in my department?"

"Do you have any idea how many additional expenses we've taken on as a result of this new vendor?"

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