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Propose Value
How to Take Control of the Account
Proposing is the process of making an offer and convincing the customer to choose your solution.
A proposal documents your offer. It states what the customer is trying to accomplish and how your solution enables them to do it faster, better or cheaper. It also tells the customer how much it will cost and the economic benefits of implementing your solution.
When you propose an offer, you take control of the buying process. Your proposal documents why the customer should buy your solution. It solidifies promises made on both sides and crystallizes the issues around the decision. A good proposal encourages the customer to take action.
During the proposal phase of the sales cycle, the sale intensifies. The buyers become focused on everything that could go wrong. Competitors reach into their bags of dirty tricks. Politics run rampant. Your job is to take control of this emotionally charged environment and lead the customer through a rational decision making process.
Your Problems & Our Solutions... learn more
Why Propose Value?
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| Build the customer’s desire for your solution’s results. | Use the proposal to get to the decision maker. | Make the decision easier by clarifying the issues. | Eliminate competitors by building commitment to your unique benefits. |
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SELL RESULTS: What Every Salesperson Needs to Know tells you what you need to know to sell technology solutions. |