In the course of negotiations, they actually suggested that they start to look at other vendors (not unlike suggesting that we date other people).
In the end, we were able to compromise on a price that made sense for both parties and were able to enter into an exclusive relationship.
I want to begin by acknowledging that I am not a salesperson.
It is not my responsibility to generate leads or sign clients, and I don’t get paid on the basis of commission.
Unfortunately, there aren’t any tricks to selling software, and there aren’t any ways to trick your partner into a relationship.
In both scenarios, the “purchase” is a more emotional decision than a logical one that depends on offering the other party whatever it is that they’re looking for.
There are other resources for dating Guild guitars which you may also want to consult, such as: "The Guild Guitar Book" by Hans Moust, and "Gruhn's Guide To Vintage Guitars" by George Gruhn.
Contracting: This is the point where it’s usually clear to both parties that there’s interest in being in an exclusive relationship.
But it’s thrilling to encounter a new client prospect or mate, and I’ve learned from my experiences, both as a boyfriend who is now in a very happy and fulfilling long-term relationship and as the chief analytics officer of a large company that builds talent management software and has hundreds of satisfied clients.
OK, maybe the analogy isn’t 100 percent applicable.
Qualification: This is where you find out whether there’s some initial interest, but you need to quickly see if prospects meet certain standards.
When you’re selling software, you ask some very basic questions to find out if they’re the right size, if they have the budget, and if they have the right infrastructure and data in place. More calls, demos and dates establish that there’s some initial interest and attraction, but now we’re going to spend even more time together to see if there’s something more.