This idea came from the work of Steve Waterhouse. He continues by writing “RFP” should be considered a Request For Probing – an opportunity for you to start digging for information and relationships.
Wait a minute, Steve!
My reading of current sales research is that “probing” is an idea that has been taught in Sales Training for years – and that is dead as a doornail now!
Think of it this way: NO ONE wants to be “probed”! (If I go to the doctor and he says something about “probing”, I am out of there – aren’t you?) So please don’t approach your prospects with the intent of “probing” them, or I think they’ll be running the other direction.
Maybe you can think of an RFP as a “Request For Pursuit” – and with that attitude seek some human connections and more information.