Steps Leading To Successful Reciprocal Purchases
When vendors call on your company intent on making a sale � to
acquire you as a new client � you have the perfect opportunity to
form a trading relationship, wherein you will use your products or
services as a form of payment.
To maximize your efforts toward this end, here are the suggested
steps to follow:
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Tell them how
you will buy from them, and the resulting advantages. Plus, explain
that by doing business with you in this reciprocal purchasing
manner, they will gain a long-standing customer.
�
Ask, specifically,
for what you want or expect from them. And reinforce that the method
of payment will be in the form of goods or services, not in cash.
�
Restate the benefits
of what you are proposing, and then take the first step to close the
arrangement.
�
Continue to practice
and refine your presentation. As you improve, you�ll be amazed at
how often people will give you exactly what you ask for.
�
Don�t give up
after one, or even a few, attempts...realize that success is assured
by persevering. (As hockey star Wayne Gretzky says, �You miss 100%
of the shots you never take!� Take your shots, ask every vendor to
participate with you in the barter arena. However, in many cases
there won�t be a �double coincidence of wants,� in that they simply
can�t use your product or service even though you want theirs.)
�
Don�t panic
when this situation occurs. Instead, tell them you still want them
to be your most valuable vendor and show them how they can do so, by
introducing them to your trade exchange counselor. Vendors can then
get what they want (through the exchange), and you�re able to buy
from them on trade. In this sales scenario you both win � which is
the way business is supposed to work.
