sales tips & articles

When it comes time to provide pricing it is important that you provide enough information to allow your prospects to make an ‘informed decision’.

To make an informed decision it is important to provide information not just on the proposed solution but the value and benefits they can expect by dealing with your company. Don’t assume that if you have already mentioned them or discussed them, they will remember because they won’t.

When you provide this information decision makers can weigh up the value received vs. the cost. If you only provide the solution and the cost then the decision will be made purely on the cost.

The value and benefits you include also helps to explain why you are more expensive than a competitor.

Presenting in personal will also shorten the time it takes to get a decision and will greatly improve your success rate

When you provide this information decision makers can weigh up the value received vs. the cost. If you only provide the solution and the cost then the decision will be made purely on the cost.

The value and benefits you include also helps to explain why you are more expensive than a competitor.

When writing your proposal it is important to include the following information:

• Current Situation or Executive Summary - bullet points or in paragraph form this is your understanding of the problem, the need and the goal. This should be tied in with the needs that you uncovered earlier on in the process.

• The Solution – you’re proposed solution to the problem, the need and the goal.

• The Benefits – what value and benefit can they expect by using your business. Don’t list all your benefits; only include those that are relevant to the prospects needs.

• The Price – it is recommended that you provide more than one alternative with your pricing. This provides choices and helps your customers to ‘buy’ the solution they feel is the best fit for them. The alternatives you suggest could be more or less quantity, annual fee rather than pay by the month or a discount for buying 2 services rather than 1.

Important Note:

Building relationships and establishing trust is an important component to winning new business and it is difficult to do this over the phone. Presenting your proposal in person provides an opportunity to continue building the relationship and develop trust between you and the decision maker.

Presenting in personal will also shorten the time it takes to get a decision and will greatly improve your success rate

This sales article was written by Karen Andrews, Director of Shine Sales Solutions, a Sydney based Sales Coach and Sales expert that works with businesses to increase their sales through strategy development, sales coaching and virtual sales management.


 

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