1 Comment

  • Rudy Arifin Posted September 22, 2010 6:43 am

    Follow The Money!
    Everyone knows the transactions as a result, less money from the perspective of those who are on-call clients, we concentrate on people who have the money. Let me look at this from a slightly different angle.
    Last week I had a conversation with a good seller. It is a very complex sale done. There were very high stakes for him and his company, follow it expects more than $ 10,000,000 in the first year, jobs and businesses. He has a good job so far, but the deal was blocked. He seemed to be in a position to win, but was struggling with moving the customer is. Had the right people, who had met all their needs better than anyone else and worked was a sound business justification. He works all the questions, but failed to resolve the agreement to break.
    He was making almost everything right (we can never say someone is doing advisers well, not only in our BSI).
    It was really a difficult situation, I asked all the standard questions about the competition, decision making, the value proposition, the business justification, the availability of funding, all I could think about. Had reasonable answers to everything, he had obviously done their homework and the work was really the business.

Add Comment

Your email address will not be published. Required fields are marked *