No. 19 – Partnership pitch

YOUR PROSPECT SAYS THEY WANT A PARTNERSHIP DO THEY MEAN A DISCOUNT?
How often do you hear "we want a partnership not just a supplier customer relationship".  This is frequently code for "we want a discount"?  When the customer says the magic word "partnership" ask them what they mean, then tell them what you mean!  In partnerships both parties share rewards, risks, accountability and philosophy.  Develop a short pitch about what you mean by a partnership and watch your relationship move away from price to value.  For ideas developing your "partnership pitch" see my blog.

Posted in Weekly Sales Tips.

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