TABLE OF CONTENTS Nuddink, I know nuddink.
Sergeant Schultz, Hogan's Heroes
Understand how and why not to get involved.
Define the SE's contribution to the endgame.
This chapter deals with the SE's involvement in the endgame of a sales transaction contract negotiation and pricing. This is one of the shorter chapters of the book because the key to success, unless you are an extremely experienced SE, is not to get involved.
As we have now stated many times, one of the primary advantages of being an SE is that the prospect will often inadvertently give you information they would never dream of giving to the salesperson. The downside to that, however, is that the experienced prospect will view you in a similar manner. You might tell a purchasing agent or midlevel manager some factual snippet that the salesperson never would. Frequently, this reverse leak revolves around pricing information or contract items.
| Hint: Understand the Proposal | Even though contracts and pricing lie in the realm of the salesperson, as an SE you still need to understand what is being proposed. It is your responsibility to double-check configuration data, capacity information, and any technical aspects of the proposal for completeness and accuracy. This includes product availability and delivery. Improperly configured quotes embarrass everyone involved. |
Let us be perfectly clear on this point. The best defense is zero tolerance plead total ignorance about the subject no matter how or when it arises. Contract negotiation is best exclusively handled by the salesperson, including pricing, terms,...
