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Identify all those departments in buying company who might see value in your offering. Make sure they know what you are proposing and get them to be internal advocates for your solution. When you get a large enough cheering section, itís like having a ďhome teamĒ advantage.
3. Include your value in your proposal and quote.
Too often, we make our value propositions in a face to face discussion with buyer. Then, when we believe sale has been made, we formalize number in a quotation or proposal. In many cases, one or more people may review this before it is signed off. Even best sales people get blindsided by a last-minute influencer that was not disclosed earlier. When that person sees numbers with no sense of value, they may reject proposal as over priced. Head this off by adding to proposal, a summary of value that you and buyer agreed on.
This is subject of chapter 12 of my new book, The Team Selling Solution: Creating and Managing Teams that Win Complex Sales. Click on link to learn more about it and to hear a sample of book on CD.
So what about Bill and that $12 deal?
The customer had called Bill because he wanted a supplier who was open longer hours than his current supplier. Billís company is open 24-7-365. He told Bill why he wanted to switch and that he was currently paying $13 and bought thousands each year. Thatís when he offered Bill business at $12.
He failed to see that customer was currently paying $13 for less service and wanted more. The customer saw value in Billís hours of operation. If Bill had asked why extended hours were so important, he would have learned that customer was paying overtime to work with other companyís shorter hours. This move would save them many times cost of service. Bill could easily have justified an increase to $15 and still won contract! His failure to see his value cost his company thousands of dollars and cost him some nice commissions.
Remember: Think Value and Win More Sales
For a free copy of "20 Questions That Uncover Your Value", please email email@example.com and ask for article #18.
Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or firstname.lastname@example.org.
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Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits.