When it comes to crafting a proposal, there is a very real temptation to include whatever one thinks can be sold. C’mon. Fess up.
Let's Be Honest
At one time or another, most sales folks have considered tossing something into a package that may not actually contribute to solving a client need. This temptation is driven by too much focus on income, whether to the organization in the form of revenue, or to the seller in the form of commissions or other incentives.
The best client-seller relationships are those that are focused on outcomes. The assets you include, and the components you add to any sale, should be determined by the outcome your client hopes to achieve.
The Focus
Does that mean your next sale should be smaller? Absolutely not. In fact, if you think of all the products and services you offer that can help the customer achieve their outcome, chances are your next sale will be bigger. But just as important, because you’re focused on what the client wants to accomplish, there’s a greater chance that objective will be accomplished. And you’ll end up with revenue that is renewable, repeatable, and referable.
Focus on the outcome. The income will take care of itself.
Download our "Hourglass Needs Analysis" and learn how to improve your needs analysis to help unlock your prospects true needs.
