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Bennett proposes that “closing” be redefined not as a single step process as it is viewed today, but rather as a series of mini-steps. The mini-steps would engage the parties in a series of implementation activities requiring honest answers and real action by each of them as they move forward. In theory, therefore, “closing” is no longer an event requiring a singular “yes” or “no” from the purchaser which both parties my well wish to avoid to avoid conflict. It is now true consultative action performed in concert towards a common goal: the purchase and implementation of the vendor’s product.
The reader might well wonder what if anything has changed. Sharing essential information necessary to effectively utilize the vendor’s product and the creation and common action on elements of an implementation plan are as close to a trial agreement as one could find. To this reader, they are also central and essential to the entire concept of consultative sales Without the entire sales process truly based in shared knowledge and value-added commitment, the forces of competition, the drive to transform products/services into commodities for price advantage, and the movement to divide or transfer purchase decisions away from operating executives to purchasing executives are greatly advantaged.
Includes exercises, reviews and internet access to support materials.
A thoughtful and thought-provoking work for both the sales person and the negotiator.
John D. Baker, Ph.D.
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Copyright © 2007 John D. Baker
Copyright © 2007, The Negotiator Magazine