http://businessdevelopmentexpert.net/2009/06/so-your-prospect-wants-a-partnership/ incorporating Ian Farmer's SALES EXPERT blog ......helping you find, win and keep new B2B customers Mon, 26 Jul 2010 21:34:50 -0500 http://wordpress.org/?v=2.8.4 hourly 1 http://businessdevelopmentexpert.net/2009/06/so-your-prospect-wants-a-partnership/comment-page-1/#comment-106 No. 19 – Explaining what YOU mean by partnership | BUSINESS DEVELOPMENT EXPERT Thu, 07 Jan 2010 03:38:44 +0000 http://businessdevelopmentexpert.net/?p=224#comment-106 [...] Prospects and customers frequently say they want “a partnership, not just a supplier – customer relationship”.  How often is this just code for “we want preferential pricing”?  When the customer says the magic word partnership, ask them what they mean by a partnership.  Then tell them what you mean!  In partnership both parties share reward, risk, accountability and philosophy.  Develop a short pitch about what you mean by a partnership and watch your relationship really develop as the cutomer moves away from a debate on price to a dialogue about value.  For help developing your “partnership pitch” see my blog. [...] [...] Prospects and customers frequently say they want “a partnership, not just a supplier – customer relationship”.  How often is this just code for “we want preferential pricing”?  When the customer says the magic word partnership, ask them what they mean by a partnership.  Then tell them what you mean!  In partnership both parties share reward, risk, accountability and philosophy.  Develop a short pitch about what you mean by a partnership and watch your relationship really develop as the cutomer moves away from a debate on price to a dialogue about value.  For help developing your “partnership pitch” see my blog. [...]

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