The Sell: Vendors, Trust and Transparency

Meeting with vendors always makes me apprehensive, and the first few minutes of any interaction with a vendor will determine how I view them for a very long time. I have a tendency to thin slice sales pitches, and if things seem "off" then I am very quick to close the door on that vendor and her products. So what works and doesn't work in a vendor's pitch to this buyer?

1. Do make an effort to know my network and my organization. You may not know what my particular library uses as its ILS...