Stumbled on a procurement manager's checklist that changed how I pitch

Was reading a LinkedIn post from a guy who buys janitorial supplies for a 40-person firm, and he listed the 3 questions he actually asks before any demo call... stuff like 'what's your response time for a service failure?' I typed those into my own sales prep and it cut my onboarding pushback by half. Has anyone else tried using the buyer's internal checklist instead of their own pitch deck?

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dylan46312d ago

Does that checklist actually reflect what the buyer cares about after the deal is signed, or just what gets them to pick up the phone? I have seen way too many demos win on paper and die in week two because the real pain showed up later.

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