They called you and asked for a quote. Or information, and a reference. And you had not spoken with them before, whether it was a customer (with a new key player), prospect or suspect.
What did you ask for in return? And what did you then receive?
The dynamic is so basic in sales that it is often skipped. Buyers ask sellers for something in the beginning, middle and end of the buying process, and what do we ask for in return?
Are we asking?
I know what you (the seller) wants. The business, be it the order, the opportunity, the account and/or the whole enchilada.
But it starts in the beginning; the negotiation that is. And how well do you set yourself up for success by staying on par with your buyer?
And what did you get in return?