Steve’s Blog

Steve’s Blog

MUST-WIN DEALS – IS OUR PROPOSAL COMPELLING?


In the previous blog, we continued our discussion of the critical questions sales management should ask when it comes to closing must-win deals and explored “Can We Make It Easier For The Customer To Buy? in which we introduced the concept of Multiple Acceptable Options to manage uncertainty and risk. In this blog, we’ll show how we can use options in our Proposal as well as address the question “Is Our Proposal Compelling?”

My observation is that B2B sales proposals are treated more or less as a “check box” exercise. Meaning that we are now at the point in the sales cycle where we should give the customer a proposal. When I work with buying organizations to help them position and close critical deals with key suppliers, part of my job is to review supplier proposals. I really hate this task because I already know what almost every supplier proposal will say. They’re all about the supplier and their products, services, features, office locations, growth, recent acquisitions, etc. They’re all innovative, world-leading, and Gartner upper-right quadrant. And I don’t know how this math works, but somehow they all manage to be number one in their field. It’s no wonder customers have a hard time choosing one supplier over another.

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Steve’s Blog

‘Must-Win Deals (How to Close Them and Why We Lose Them)” Best Seller on Amazon


I’m very excited and somewhat stunned that my book, “Must-Win Deals (How to Close Them and Why We Lose Them)”, made the Best Seller list on Amazon for the category of “Business Education”!  In addition, it has hit Amazon’s Hot New Release for the categories of “Business Negotiating”, “Business Leadership” and “Knowledge Capital”!

I can’t thank all of you enough for making this happen as I am truly humbled and appreciative. Your supportive posts, emails and texts have made this a week to remember.  I’m trying very hard to keep up with and answer every one.

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“Must-Win Deals (How to Win Them and Why We Lost Them)” is Available Now!


I’m very excited that my book, “Must-Win Deals (How to Win Them and Why We Lose Them)”, is officially live on Amazon! For the first week ONLY, I’ve set the price to $0.99 for all of my friends, family, colleagues and connections. Check it out on Amazon: http://geni.us/U6VQ

For those that preordered the paperback version, I am told they have already started shipping and will arrive beginning today. Thanks so much for your support and your patience!

My overriding goal in writing the “Must-Win Deals” series is to help those in the increasingly difficult world of B2B sales to realize that things are even more challenging for B2B Buyers – especially when their goal is to make an informed decision and feel comfortable they are making the right decision. Instead of “selling harder”, I believe we should be making it easier to buy from us. And this book gives you the 4 simple and actionable concepts we should focus on.

Good Selling!

Steve

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MUST-WIN DEALS – CAN WE MAKE IT EASIER FOR THE CUSTOMER TO BUY?


In the previous blog, we continued our discussion of the critical questions sales management should ask when it comes to closing must-win deals and explored “What Is Causing Uncertainty?”, which is present in every complex B2B sale. In this blog, we’ll show how we can manage that uncertainty as well as address the question “Can We Make It Easier for the Customer to Buy?”

As we learned, we will almost never have perfect information – and, in truth, we can’t have perfect information. This would require all of the customer buying influencers to be perfectly aligned on the outcomes they want to achieve and to basically be experts in what they are buying – meaning they can easily “connect the dots” between those desired outcomes and the right solution to deliver them. That’s just too much to expect!

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MUST-WIN DEALS – WHAT IS CAUSING UNCERTAINTY?


In the previous blog, we continued our discussion of the critical questions sales management should ask when it comes to closing must-win deals and presented “The Irresistible Value Proposition”, which is the definitive output of selling. In this blog, we’ll explore a topic that does not get nearly enough attention (perhaps we don’t want to know the answer!) and that is “What Is Causing Uncertainty?”

In complex B2B deals, we will almost never have perfect information – and I submit we can’t have perfect information. The reason is that the source for much of our information for winning a deal is to get it directly from the customer. Is it reasonable to assume that the increased number of buying influencers are any more aligned internally that we are? Is it reasonable to assume they know exactly what outcomes they want to achieve (we should be the experts on the outcomes our solutions produce)? In short, the increased number of buying influencers and buying centers on the customer side have added another level of complexity and thus risk.

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MUST-WIN DEALS – THE IRRESISTIBLE VALUE PROPOSITION


In the previous blog, we continued our discussion of the critical questions sales management should ask when it comes to closing must-win deals and explored “Why Will The Customer Want To Choose Us Right Now?”  We discussed perhaps one of the most misunderstood concepts in business and was value. In this blog, we’ll provide a capstone to the first four sales management questions by exploring what I consider the definitive output of any selling process and that is the Value Proposition.

Our goal should always be to present an Irresistible Value Proposition – one that will cause the customer to sit up, take notice, want what we’re selling and want it right now! However, we should first make a distinction between a “marketing value proposition” and a “sales value proposition” as I find many salespeople tend to equate the two, when they are really different things.

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