tough call, but there'll be a solution to everything
but i think what to do right now is wait
if one side takes action, then time to react, but don't be too persistent i think

The output of every decision making can be an opinion, a choice, or an action. To arrive at a final decision, problem analysis must be done first, then glean all the important information which may be used towards the right decision making. Consult it also with your "Associates". They play an important role of gathering an accurate information since they have the experience, knowledge, and understanding to help you make the best final decisions.

I've been on both sides of the issue and looking back from the "owner" perspective I would say it has been about 20% of the time I was happy to talk with the sales person. The other 80% of the time the person didn't bring any value to our company. I guess I tend to take these calls because there really might be some value that a vendor can bring to our organization and who better to know our P&L than the owner. I believe (maybe because of my sales background) it's better to talk with vendors (you should know within 5 minutes if they are going to add value to your company) about their offerings.

On the flip side as a sales person I very seldom try to start a conversation with someone other than the person who can make the decision. However, when that does happen I've experienced many well intended "gatekeepers" so to speak who have no vested interest in seeing a more effective or efficient operation. If I've started my initial discussions with a person I will never go above a persons head unless it's critical and I ask for their permission first.

Great topic

Each human being faces marketing ideas every day. Marketing ideas can be different from simple ones to complicated hardly to be resolved.

Great post, Deb! I like your comments regarding referring to competitors - I think there is immense value in working with competitors when possible, even though it might take a little creative thinking to figure it out.

And your point about taking visual (and other) cues, such as sighing or checking their watch, is spot-on! It's also a time where you can show that you are actually listening and care about their concerns.

Wow, what a great thread!

Some thoughts: 1) Regarding Brent's question on whether a vendor deserves an answer from the decision-maker they've been interacting with, I have found (when operating as the client) that it has generally been well received by the vendor when I directly and specifically share what we liked about the product and sales process AND what made us either hesitate or ultimately need to say "No."

2) As a vendor, we try to value-add all along the process - if we end up not being the best source to deliver a project/service to a client- we refer to our competitors. It's painless and we've received call backs for other projects when we did this - because we focus on preserving the relationship. Whenever I've been in too much of a hurry to "get the proposal out" rather than thoughtfully add-value in some fashion - I've always ended up regretting it.

3) When doing a cold call or an initial presentation (after inquiry) we often send a "coffee break in a box" - sending a bottled Starbucks frappucino, a few individually wrapped biscotti and our materials. We share that we appreciate that the client's time is valuable and that although we would love to have a coffee with them in person, we invite them to enjoy a coffee break on us and review the materials when it suits them. We have typically received a warm reception to this; however, there have been times - when we didn't get a response at all.

4) I think vendors have to think of themselves not only as solutions-provider (which has been pointed out in the posts) but also as a partner (walk in the client's shoes). Don't call on Mondays, on the first of the month, or push on in your presentation - when you see the potential client sighing or when they are sending signals that show you need to G-O (go!).

Bottom-line - in this harried, hurried world - people appreciate when instead of looking out for #1 - you look for ways to be a resource or help without attaching a price tag.