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As David walks out of his third meeting with Jamie Stevens, he’s feeling great about the potential to win the account. Jamie loves what David’s company offers and how it delivers its solutions. She sees it as superior to what she presently has and is excited about working with his company.

The next day, David receives the call every salesperson dreads as Jamie shares the infamous three letters — RFP.

“I’ve done some internal checking and found out that we have to go through an RFP (request for proposal) to make a supplier change,” Jamie says.

Upon hearing the RFP news, David makes the mistake that 99.9999 percent of salespeople make.

He responds, “Okay, I will wait for it to arrive.”

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 AUTHOR:  LEE B. SALZ

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.