YOUR PROSPECT SAYS THEY WANT A PARTNERSHIP – DO THEY MEAN A DISCOUNT?
How often do you hear ”we want a partnership not just a supplier – customer relationship”. This is frequently code for “we want a discount”? When the customer says the magic word “partnership” ask them what they mean, then tell them what you mean! In partnerships both parties share rewards, risks, accountability and philosophy. Develop a short pitch about what you mean by a partnership and watch your relationship move away from price to value. For ideas developing your “partnership pitch” see my blog.
