Collaborate with the prospect to develop a value proposition to pre-position yourself as the preferred, trusted supplier.
Collaboration between the customer and the seller offers the following potential advantages:
- Both gain a clearer understanding of the customer’s objectives and potential benefits.
- Both better understand the actions required of each party, which reduces risk.
- The customer becomes the seller’s advocate in the prospect’s organization.
Value propositions flow directly from the sales objective. The best value propositions are specific. In the best of all possible worlds, authorized representatives of both the customer’s and the seller’s organizations sign the formal value proposition, and they mutually agree to proceed without competitive proposals.
More information on this subject is in the Shipley Capture Guide – see VALUE PROPOSITIONS