I am reminded again how often we fail to remember there are two sides to every discussion and both sides need each other. That’s right, “they” need you!
Transactions happen because there is a need that is satisfied. We often rush to a conclusion because we want the deal instead of taking more time to really understand the full requirement and perhaps identify another opportunity.
Be the expert and lead the conversation as a trusted advisor. We all need help from someone that can help…If you don’t get through to the buyer, step back and examine the approach because I bet it has a lot to do with the communication.
Brick
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