Superman, as strong he is, becomes paralyzed when exposed to kryptonite. It brings him to his knees despite his super-human strength.
Salespeople have their own kryptonite. It’s called the RFP, the dreaded formal Request for Proposal.
An RFP process doesn’t have to be kryptonite. Superman has no choice but to fight this nemesis to survive. Unlike Superman, salespeople have options.
For one, there is no law that says you have to respond to every RFP that crosses your desk. You have the right to say “no.” Some of you may be thinking that’s crazy talk, but it’s true. Let me turn the tables on you for a moment.
The definition of insanity is repeating the same thing over and over again and expecting a different result. If you aren’t the low-price provider, and you have no relationship with the prospect, how can you possibly win the business? You can’t and won’t. Therefore, responding to countless RFPs under these conditions will yield nothing but losses. So, who’s crazy now?
Sure, when the pipeline isn’t as full as it should be, it is a natural reflex to want to pursue every RFP you can get your hands on. Yet, filling out an RFP is work. It also has a cost to both you and your company.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.