Not Getting The Deal? Do This One Thing
The biggest mistake people make when pitching for the deal is to think their offer stands out.?
I get it. You’ve spent months and months crafting this offer.?
Let me ask you a question: Does everyone who pitches for the deal get it? NO. In fact, you could have the perfect pitch and still not win the procurement process.?
So how do you come out on top? You need to know that the client isn’t making rational decisions based on value. They are making their decision based on:
Instead of concentrating on ‘how’ and ‘what’, to get the deal, we must shift the focus to ‘why us, not them’ in order to win.?
So if you want to REDUCE your chances of winning the deal, you can continue to make the same offer everyone else does OR you can shift the conversation in your favour and INCREASE your chances of winning the deal by really understanding how the process works.
Was this article helpful? Give me your key takeaway in the comments.???
Senior Director |Customer Success |Customer-centric Transformation
2 年Powerful quote. Businesses need to park their ego and focus on seeing things through the eyes of the customer!
Self Employed Consulting in the DB Pensions, Actuarial, Investment and Professional Trustee sector.
2 年Yep, and all too often people struggle to set themselves apart from the competition because they haven’t managed to engage sufficiently well with the right people at the prospective client to capture the key winning themes underpinning their decision.
Founder and Chief Investment Strategist, Thinking Differently. Available exclusively from #portfolioconstructionforum.edu.au
2 年At the risk being “gushy”, I cannot remember any conversation with you Nicci where I did not learn something.