How do you move from discovery to proposal?

Most sellers treat every buyer the same way but buyers have advanced. And most often than not they are further along than what most sellers think. Start by asking better questions around what have done so far and what has gotten them to this point. Making assumptions and treating every buyer the same is the fastest way to loose deals.

Conduct customer interviews to learn where they were scared and hesitant during the buying process. Record the discussions and use them in your future sales. That knowledge can change how you ask questions, what questions to ask, and how you can demonstrate your knowledge.

You have to ask great questions to move from the discovery to the proposal stage in a sales journey. Great questions are open ended and truly provides a seller a better understanding of a buyers pain points. Without pain, there is no sale. If you ask great questions you then tailor the proposal to better fit the buyer needs. A tailor proposal will set you apart from the competition. If you do not ask the right questions then your proposal will not solve the buyer's pain points.

Whether it's a stick of gum, a house, or a piece of software, people follow the universal buyer's journey of: - Unaware - Aware - Consideration - Evaluation - Decision Each stage requires you as the seller to understand when to pitch and when not to. Your goal with people who are in Unaware or Aware is to peak their curiosity about the problems they face and the cost of inaction. For Consideration and Evaluation stages you need to build their confidence that acting now, and with your solution, is going to address their needs. And for Decision stage it's all about validating their decision by delivering a great experience and results. Be clear in assessing what stage your buyer is in and act accordingly.

To present your proposal effectively, it's essential to grasp the buyer's journey and their needs at each stage. The buyer's journey encompasses the process from problem recognition to solution exploration and final decision-making. The length and stages of this journey vary based on the problem's complexity and urgency. As a salesperson, it's your duty to align your proposal with the buyer's journey, showcasing how your solution addresses their specific requirements and helps them achieve desired outcomes.

STOP wasting time sending proposals! Rather than assume the proposal is the logical/desired next step, these questions determine if the next step is a proposal or moving on to more qualified prospects. If they can’t/won’t answer these, there’s your red flag. 1- What about our product do you find most valuable? 2- What concerns, if any, do you have that could get in the way of us partnering on this? 3- What’s your decision-making timeline? 4- If we get this proposal to you by Tuesday, when would you have a chance to review this so we can schedule our next meeting now? 5- Other than you, is there anyone else you can think of who would be part of this evaluation and decision-making process and should therefore be included in the next meeting?

It not just about qualifying your prospect and it doesn’t matter which framework you use. The bigger problem sellers struggle with is not being disciplined enough disqualify deals. That’s why so many sellers end up with junk that shouldn’t even be in your pipeline.

The question is what's the difference between a prospect and a buyer? What point does a prospect become a buyer? A prospect requires 3 things to be a buyer: - Problem(s) - Impact in addressing those problems - A willingness to change from the status quo If your prospect is not able to explain to you any of those 3, then you really not dealing with a serious buyer and should act accordingly. I have a 2.5 minute YouTube video explaining this further for those interested in driving further beyond BANT/MEDDIC. https://youtu.be/1ZdQAxrGoAc

Before presenting your proposal, it's essential to evaluate the buyer's readiness to purchase. This entails assessing their interest, authority, budget, and timeline to ensure they are a good fit for your solution. Utilizing qualification frameworks can help shape discovery questions that reveal the buyer's needs, challenges, goals, and decision criteria. By effectively qualifying the buyer's readiness, you can save time by focusing on leads with a higher likelihood of making a purchase.

To create an impactful proposal, understand the buyer's journey and readiness. Customize the proposal to their unique needs by highlighting relevant benefits, addressing pain points, and showcasing a clear value proposition. Incorporate an engaging narrative, competitive analysis, well-structured pricing, and a compelling call to action. This tailored approach differentiates you, builds trust, and boosts credibility with the buyer.

Better yet, work with your buyer to create the proposal instead of doing all this work in isolation and sending it to them. Plus any serious buyer will take whatever you send and share it internally. Sometimes they end up having to rewrite the proposal because their company has procedures for proposals, especially at large companies. It should be a collaboration where you take the problem statements your buyer has articulated, including the impact of those problems on the business, and answer to simple questions: - Why you? - And why you now?

After you’ve navigated the icy waters of discovery, smoothly steer the ship into the warmth of proposal. Lock-in on their pain points, and like a sales assassin, present a killer solution they can't resist. Seal the deal, captain!

To move forward, present your proposal to the buyer, aiming to persuade them to take the next step. A successful presentation is engaging, interactive, and tailored to the buyer's needs. Utilize visual aids like slides, charts, or demos to captivate their attention. Actively listen and address any objections or concerns they may have. By showcasing your expertise, creating a sense of urgency, and effectively presenting your proposal, you can encourage the buyer to make a decision.

After the presentation, it is essential to follow up with the buyer and close the deal. A successful follow-up entails reiterating the value of your solution, resolving any remaining queries or concerns, and confirming the next course of action. Utilize effective closing techniques like trial closes, assumptive closes, or urgency closes to guide the buyer towards making a final commitment. By executing a strong follow-up and closing, you can secure the deal and fulfill your commitments.

Yeah don't listen to the AI on this one. Buyers buy on their timeline, not yours. The best way to close is to align your sales cycle to a critical event of the buyer. Critical events are things like: - current vendor contract renewal date - executive initiatives - project deadlines - laws or regulations going into effect - budget and fiscal cycles Those are all internal events that create urgency so you don't have to.

Our job as sales professionals is to ask good questions and listen to our customers with the objective of providing them a product or service that solves a problem or fulfills a need. We are all so focused on the part of the sales pipeline where revenue is calculated. However, the foundation in my view begins at the discovery phase. Our success or disappointment with account work starts right here. Here's a link to my LinkedIn Learning course on Sales Discovery that you can view for free! https://www.dhirubhai.net/posts/activity-7078383990671298560-4f31?utm_source=share&utm_medium=member_desktop

Are all of these points seller focused? That aside... create value through how you investigate and the questions you ask so that the client requests your proposal. Let them help you build the proposal by offering perspective and inviting discussion and collaboration.

Salesfeed and I collaborated on a really great video explainer on how to go from demo to negotiation in a sales cycle. I cover: - Disqualifying early - Laying the groundwork - Finding your champion - Building consensus - Presenting the demo All in under 10 minutes. Check it out here: https://youtu.be/I9sqaqSOUXg