Paul lays out your rights, as the salesperson, in the competitive bidding process.

Show Notes

Let the customer know your rights as the salesperson:

• Access to the information you need to compile your proposal
• Access to decision makers
• To know the selection criteria
• To know who the competition is

“If you’re willing to put your time and energy and effort into a comprehensive bid, you deserve this information.”

“What do you hope to achieve in a bid that we cannot gain just working together, one on one?” A negotiated contract is always better than a competitive bid.

If possible, deliver the proposal in person.

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