Sales Tips from the World's Toughest Customers

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UPS: Don't Oversell Yourself

"A big problem we see is that companies are not realistic with their RFPs. And that ends up being the reason why they don't get the business," says Kathy Homeyer, director of supplier diversity for UPS. "Let's say the cost they quoted was too low. Our managers are experts; they know when a price is too good to be true." One more tip: Don't send your proposals to UPS in a FedEx envelope. That's one of Homeyer's big pet peeves.