Lee Salz is a Featured Columnist for The Business Journals.
As David walks out of his third meeting with Jamie Stevens, he’s feeling great about the potential to win the account. Jamie loves what David’s company offers and how it delivers its solutions. She sees it as superior to what she presently has and is excited about working with his company.
The next day, David receives the call every salesperson dreads as Jamie shares the infamous three letters — RFP.
“I’ve done some internal checking and found out that we have to go through an RFP (request for proposal) to make a supplier change,” Jamie says.
Upon hearing the RFP news, David makes the mistake that 99.9999 percent of salespeople make.
He responds, “Okay, I will wait for it to arrive.”