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