Sales Training Videos

Reasons Buyers Generate RFPs

Information

• You suggested a new approach and the buyer is educating himself in order to be comfortable moving forward with this approach.

Confirmation

• Put into business terms the arrangement you have verbally agreed upon.

Leverage

• The buyer wants the suppliers to fight against one another to get the best deal.

Free Consulting

• The buyer wants to be educated on an issue.  Oftentimes the goal is for the buyer to find a way to do it cheaper himself.