The Compelling Proposal

Steve Thompson

• 28 mei 2019
• 9781544504117

Samenvatting:

The Compelling Proposal builds on the principles in The Irresistible Value Proposition to transform the document that everyone loves to hate—on both sides of the deal—into a concise seven-page tool for bridging selling and negotiation. Written in the customer's language, your compelling proposal will dramatically increase engagement by presenting multiple acceptable options to the buyer, giving them a rare opportunity to participate in crafting a deal that is good for both sides. As a result, you will establish trust, build credibility, and make it easy for the customer to buy from you! From the book: "The current state of supplier proposals is truly abysmal." "The compelling proposal is focused on the customer, the outcomes they are trying to achieve, the deal levers that will best enable them to achieve those results, and options for moving forward. What customer would not like that?" "Your role is to make it easy for the customer to choose you and your firm by building trust and credibility while managing any uncertainty surrounding the deal." "If you want your customer to trust you, show them what you know about their business, not what you know about yours."