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... provide money-making and cost reduction strategies until we both feel that we're a stronger business fit?" (The answer should tell you where you currently stand) . My opening presentation focused on the buyer's hot button from information I gleaned during my earlier visits. I addressed pricing during each visit, and disclosed my cost near the opening of the presentation. SCORING 165-180: Bands play. Bells ring. Fireworks light the sky. Congrats, you have a great chance of getting the business! 150-165: You have a chance at the account, but you'll have to work for it. Score less and your presentation is essentially a pure price sale – which means you should walk away and grow stronger during the year so that you can get the business the next time around. Remember, ... than 80% sure the buyer would hire me, I blamed myself, telling the buyer: "I haven't earned the right to manage your program. May I stay in touch through mail, visits, phone calls, and e-mail as your understudy to provide money-making and cost reduction strategies until we both feel that we're a stronger business fit?" (The answer should tell you where you currently stand) . My opening presentation focused on the buyer's hot button from information I gleaned during my earlier visits. I addressed pricing during each visit, and disclosed my cost near the opening of the presentation. SCORING 165-180: Bands play. Bells ring. Fireworks light the sky. Congrats, you have a great chance of getting the business! 150-165: You have a chance at the account, ...

... signed order as an occasion for fireworks, an indication of their competence....ppreciation for what the salesperson stands for and can do for a customer. To...

...165-180: Bands play. Bells ring. Fireworks light the sky. Congrats, you have a...