查理·鲍德温在接到一个电话后几乎老了五岁。一个看上去板上钉钉、唾手可得的业务被人夺走了!他百思不得其解:自己公司产品技术更先进,价格更具竞争力,能为客户节约更多成本,而且,他和客户采购负责人认识快十年了,对方此前向他保证:这个订单非他莫属。但结果令人极度失望。这还不是最糟糕的。过去一年,这种电话他已接了4个。他冷静下来想:到底是哪里出了问题?正确的方法应该是什么? Charlie Baldwin was almost five years old after receiving a call. A seemingly nailed, handy business was taken away! He puzzled: his company’s products more advanced technology, the price is more competitive, customers can save more costs, and he and the customer purchasing director Knowing almost ten years, the other party had previously assured him: the order is none other than his. But the result is extremely disappointing. This is not the worst. He has picked up four of those calls in the past year. He calm down to think: in the end where is the problem? The correct method should be what?