Transcript
Philosophical Selling... How to
Use Assumptions to Create a
Winning Proposal
• Pricing vs. Value
• My Philosophy
• When you should talk pricing
• Using Assumptions
• QA / Breakout
The Cheapest House vs. The Best House
Like your home…
…an investment in people…an investment in ideas…an investment in growth
My Assumptions
• You want to close bigger deals, faster
• You don’t want to bring up pricing too early, but don’t want to surprise anyone
• Your deals aren’t transactional
• You want to try something that can bring a different, more professional perspective to your negotiations
What it is…
The act of making 4 - 5 accurate assumptions about your
customers to craft the perfect,
winning proposal.
How’s it work…
Assumptions are binary
If assumptions are aligned to goals & requirements, proposal falls into place
Who you doing this with…
…but
• Budget
• Goals & Expectations
• WIIFT
• Timing
When to use it…
Timing is everything
After discussion of launchDo you have a
date?
Works best if they want something that you don’t want to give up
Before verbal proposal presented
But have your proposal
Setting the Right Assumptions
1. Project
2. Success Goals
3. Timing
4. Budget
QA / Break Out
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