Vendors that evolve into partners have excellent listening skills and keep their promises. Does their sales rep often summarize or paraphrase at the end of every sales discussion? The good ones do. And they do it with a style that is relaxed, natural, and effortless.
When choosing a supplier, most buyers look for an air of confidence in their rep. I would even tolerate a small degree of cockiness, as long as I believed the salesperson could back it up, was working on my behalf, or didn’t emphasize what the sale would mean to him personally. Look for a supplier that balances its professional convictions and technical expertise with your business needs.
– Your Personal Trainer