RFQ’s

  • Sales Effectiveness – How to Win Every RFP That You Respond To

    • June 19, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI.  The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting.  Some companies have so many requests coming in that they spend all of their time responding to them.  This is crazy!  Do you respond to every email you receive? Every call you get?  After all, it’s a request, not a demand.  So why the frenzy over responding and replying so quickly?  You won’t believe some of the reasons!

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  • The Prospect Isn’t Talking with Any Other Salespeople

    • April 4, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s not that this can’t happen.  Some people don’t need to compare, talk with three companies, look at several options or get three quotes.  I don’t.  Most great salespeople don’t.  And your salespeople should never assume that a prospect NEEDS to shop around.

    On the other hand, when the salesperson says, “They aren’t talking with anyone else”, and it turns out that they were, you have to wonder how the salesperson missed it.

    There are several reasons why it could get missed.  They include:

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