Turn high value prospects into clients.
Once you get past products, services, and price, how do you convince a prospect that you really are different? The Penny Process details the relationship your prospect wishes he had. As you explore the approach your prospect truly wants, your prospect sees you as the obvious alternative.
A senior executive in a large manufacturing company told his logistics sales rep that “strategic suggestions and value-added insights” described the kind of relationship he wanted but had never actually experienced from his current provider. Instead of focusing on price and contract terms, the sales rep instead explored the ways she could become “a trusted business partner.” An account that had long eluded the rep signed a multiyear contract within four months of the Penny Review.