‘I sent my customer a proposal. They accepted it on the spot with no changes, and I closed the deal,’ said no salesperson ever!
Salespeople must understand that submitting a first proposal to their customer is an invitation to the negotiation dance. A dance that includes price concessions, line-item negotiating, demands, and giveaway pressure. Even if you have executed your sales process flawlessly, there will always be missing information and uncertainty in a customer negotiation. With the best intentions, salespeople set out to sell solutions only to end up negotiating price. They believe customers will view and negotiate the package as a whole. When in reality, customers enthusiastically negotiate line by line, and then inevitably pull price out of the equation and place a bullseye on it.
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is. Multiple Solution OptionsRead More