Discovery-Led Proposals

4 Hour Module

Sellers, Sales Managers, Sales Support

Too often, sellers commit to delivering a proposal to unqualified buyers, and then embark on a long and often painful process that squanders their valuable time and the precious resources of their firm. The key for sellers is to do a better job at qualifying their customers, understand when the time is right to create a formal proposal, and then deliver one that contains the most compelling statement of value possible.

This half day module on Discovery-Led Proposals helps sellers create a value proposition and case for buying based on the quantified business needs of their customer. Sellers learn what a proposal is, what it isn't and how to avoid the deadly proposal traps. Using a case study as an example, sellers learn how to qualify customers, align their firm's proposal to the buying process, and develop content that makes for a compelling proposal.