Standing firm with numerical projections based on experience may be just what the customer wants to hear. Future business - Believe it or not, the customer doesn't consider himself a one night stand. The sales person might but the customer is in business for the long haul and reorders have already been factored into the cost of doing business. It boils down to being the recognized solution provider for the customer's problems. You become that person by understanding their needs.
Solutions follow understanding.
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