The client doesn’t need what you think, he needs what I think!

The client doesn’t need what you think, he needs what I think!

A great proposal links the challenges your prospect faces with the benefits of your offer.?

While lots of companies get caught up in selling their product features, they forget there is a customer with their own needs and preferences at the other end of a proposal. Even if you have a perfect solution for a prospect, it’s very easy to fall into this trap and lose the sale.

# Do some research on your potential client before submitting your proposal. Who are their customers?

What problems do they have?

What do they value?

What are they doing well?

Use that information to frame your proposal.

# Put yourself in your buyers’ shoes for a moment; you’ve just received a sales proposal on a product that could remove any hurdles and solve all your pain points. What helps you make the decision to purchase?

# Clearly identify the problems you’ve identified and can solve for your potential clients.?

# Always prioritize the prospect first, by starting with their situation and the problems they need to solve.

# Helping the customer to identify the solution and needs themselves

What else? Look forward to hearing your sharing and comments. : )