A combined approach. A case study from South Africa Cleaner production and workplace health and safety.

If youБЂ™ve given your presentation and your prospects arenБЂ™t asking questions about implementation, risk management, contract issues and support, then you are in trouble. If they are not talking about how to do business with you, they are probably not planning to do business with you. This is when you are in that dreadful zone of, БЂњYouБЂ™re not winning, and they arenБЂ™t telling you.БЂ«This is always when salespeople get a terrible amount of misinformation. Not because buyers are mean БЂ” although in some cases they are БЂ” but they may tell you what they think is true and might not know for sure. Or they might like you personally but not prefer your company or product. Or they may want to keep you in the game as a safety net in case they canБЂ™t reach terms with the other vendor. By the time you get to the presentation or proposal, you need more than inside informants БЂ” you need power sponsors at high levels. As prospects reach the decision-making phase, politics erupt, and the process can change dramatically ...»