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Cultivating Vendor Relationships for Lasting Business Success

Develop strong vendor contacts into fruitful relationships and nurture them for long-lasting business opportunities. Learn to balance quantity and quality, apply Dunbar’s Rule and Pareto Principle, and leverage yourself through effective vendor sales meetings. Setting the right goals, teaching relevant skills, and delivering as promised are key to building trust and credibility. Establish yourself as an expert in the field, focus on the right expertise, and follow up individually for impactful results. Perception is crucial in building successful vendor partnerships.

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Cultivating Vendor Relationships for Lasting Business Success

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  1. Build vendor contacts into relationships, and build those relationships into long lasting business opportunities.

  2. A way of thinking

  3. Quality / Quantity • Dunbar’s Rule • Pareto Principle

  4. Leverage Yourself with Effective Vendor Sales Meetings.

  5. Effective Means… • Have the Right Goals • Teach the Right Things • Have the Right Deliverables

  6. Three Promises

  7. Right Goals… Establish Yourself as an Expert Identify Top Sales Performers

  8. Establish Yourself as an Expert • But not in Their Product • And not in Your Product …In Their Profession

  9. We Tend To Teach the Wrong Things

  10. True Leases are the Best Sales Example

  11. Demonstrate

  12. Identify Top Sales Performers

  13. Follow up INDIVIDUALLY afterwards

  14. Perception Matters

  15. Gerry Egan NEFA Executive Director Direct Phone: 847-380-5052 Email: Gegan@NEFAssociation.org NEFA Funding Symposium, Sep 18-20, 2014 / San Antonio, Texas

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