How would you best describe the question? Have you had diffuculty

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How would you best describe the question? Have you had diffuculty Powered By Docstoc
					 Teeing it up



The rules of the game
      If you are making sure a client will give you an
     order, what are the three most important factors?
1.     Are you speaking to the decision maker?
2.     Understanding their buying
       history                                            30%

3.     Understanding their buying                                                    27%


       criteria
4.     Making sure they will fire your
       competition                                                                                   17%



5.     Knowing the relationship of the                                    10%
       competitor and you                                       8%   7%
6.     Qualifying as if your life depends
       on the validity of every answer                                          0%         0%   0%

7.     Making sure you dress well




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       Be willing to walk away



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                Teeing it up

You are going to invite me to lunch. Imagine that my
Commitment to meet you and be on time represents
my Commitment to the rules of the game. Therefore if
You invite me to lunch and I show up on time – you
prove you can qualify.
                    Teeing it up
       When do you qualify?
       How do you know for sure?
       Is the decision maker going to be at your meeting?
          If not what do you do?
       Are there any political relationships?
       Will you pull an ARI?
       Will they give the incumbent a last look?
       Do you have to quote?
       When did they change last?
       What is their burying history
What exactly are the rules to the
            game?

   Concepts
   Ideas
   Coverage
   Price
   What if analysis



Asking the client a question?

				
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posted:9/17/2012
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