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Philosophical Selling... How to Use Assumptions to Create a Winning Proposal
<ul><li>Pricing vs. Value </li></ul><ul><li>My Philosophy </li></ul><ul><li>When you should talk pricing </li></ul><ul><li...
 
 
The Cheapest House vs. The Best House
Like your home…
… an investment in people … an investment in ideas … an investment in growth
 
My Assumptions <ul><li>You want to close bigger deals, faster </li></ul><ul><li>You don’t want to bring up pricing too ear...
What it is… <ul><li>The act of making 4 - 5 accurate assumptions about your customers to craft the perfect, winning propos...
How’s it work… <ul><li>Assumptions are binary  </li></ul><ul><li>If assumptions are aligned to goals & requirements, propo...
Who you doing this with…
… but <ul><li>Budget </li></ul><ul><li>Goals & Expectations </li></ul><ul><li>WIIFT </li></ul><ul><li>Timing </li></ul>
When to use it… <ul><li>Timing is everything </li></ul><ul><li>After discussion of launch </li></ul><ul><li>Do you have a ...
Setting the Right Assumptions <ul><li>Project </li></ul><ul><li>Success Goals </li></ul><ul><li>Timing </li></ul><ul><li>B...
QA / Break Out
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Assumptive Selling

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

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