Assumptive Selling

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