Getting the PO by the End of the Quarter

Most buying organizations and most chief procurement officers understand how the process is going for them to make successful buys. I'm not sure that sellers are sort of up to speed on how the process has to work because it's two sides of the same coin. If you want to make a good deal you've got to understand what the other person wantsWhat they say they need what they really need in the deal. Being a good salesperson is being able to figure out what their real needs are so that you can match them in a way that satisfies them.

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