Penny Rosema

This post was written by NSA-Michigan Past President Penny Rosema. Penny works with organizations that want to leverage the strategic negotiation process professional buyers use. She shares the secrets of how to avoid common negotiation mistakes.



Closing Deals You’ve Been Missing

That was the topic in Laurie Guest’s breakout session at the NSA 2015 Annual Convention last July.  Another great example of the value of attending the NSA national event. This session took a deep dive into the topic of effective quoting with tips on how to figure out the real budget, develop techniques to manage the conversation with the client, and determine what you have to offer that is in the customer’s sweet spot.

Laurie Guest, CSP, provided a list of over 100 bullet points to use as a “pick-list” when writing a quote.  The tool was developed with the help of NSA colleagues and is now one of my favorite resources.  I keep it handy and review it before a conversation with a client. Because the topic is one that is so important to all levels of speakers, Laurie has made a recording of the session available at no cost.

If you would like access to this document and other valuable information from Laurie Guest go to  The access word you’ll need is Espresso.

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