RE: Get paid

Subject: RE: Get paid
From: John Posada <JPosada -at- book -dot- com>
To: "TECHWR-L" <techwr-l -at- lists -dot- raycomm -dot- com>
Date: Wed, 19 Feb 2003 17:07:24 -0500

I sold for 18 years. I had a trick.

Let's say I had a hunch that the system was going to come in at $50,000. I'd
ask if they had enough budget to cover it. Sometimes, I find out that they
didn't have the 50k, but they had the ability to come up with 10k from a
surplus in another budget.

"OK, Mr. have 10k available, but that's not enough. However,
if for 5k, we could work on a justification, including an ROI with solid
numbers that when submitted, would get you MORE than 50k next year, is it
worth the effort?

I've switched from vendor hat to partner hat...and jeeezz,
proposal happens to turn out to be the specifications for the system next
year that the other vendors must compete against.

John Posada
Senior Technical Writer
jposada -at- book -dot- com
NY: 212-414-6656
Dayton: 732-438-3372

-----Original Message-----
From: Karen L. Zorn [mailto:klzorn -at- zorntech -dot- com]
Sent: Wednesday, February 19, 2003 4:58 PM
To: John Posada; TECHWR-L
Subject: Re: Get paid

> Sales Rule #1:
> >ask those hard questions, like "do you have any money for this?"

Or, "what's your budget for this project?" and "are there others involved
that will use some of the budge?" often very telling answers. If there's not
enough budget for the project at the first meeting, I'm not likely to put in
the effort and time to research the project, write a proposal and jump
through all those hoops for very small $$ that I'll probably have trouble
collecting without involving my lawyer.


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