Selling “Innovation” and the RFP game

The demand for interactive (I am not sure this is the right word) services is growing. That’s good news for our industry and may stay that way for a while. Even with this high demand, I still hear a lot from business development folks explaining that why we did not get the business… either because we are too expensive or we did not comply with their needs or they choose a partner with an established relationship. Here I want to help us to think about the behaviors and not only the words of customers and they not necessarily are the same.

Let’s start with our emotional/behavioral mind-set which is the foundation on which all successful consultative selling relationships are built upon, or it can be the primary instrument sabotaging that….
Read More

j j j