http://businessdevelopmentexpert.net incorporating Ian Farmer's SALES EXPERT blog ......helping you find, win and keep new B2B customers Fri, 26 Feb 2010 22:52:28 +0000 http://wordpress.org/?v=2.8.4 en hourly 1 http://businessdevelopmentexpert.net/2010/01/no-19-explaining-what-you-mean-by-partnership/ http://businessdevelopmentexpert.net/2010/01/no-19-explaining-what-you-mean-by-partnership/#comments Thu, 07 Jan 2010 03:38:42 +0000 Ian Farmer http://businessdevelopmentexpert.net/?p=265 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.

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