If you must ask, “What is it going to take to win your business?” you have lost the battle. Pack up and go home. You need to and should know the answer to that question BEFORE you submit any proposal.
This is a sign of a desperate salesperson. A person that needs to make quota, save their job, or save the company by making quota. No matter the reason, value and/or profitability are absence from the equation. Plus, you have lost control of the sales process, winning any future negotiations, or selling on value through any referrals.
The sales process is structured in a way to determine and define value. What is most important? What are the reasons for someone to change? What are the risks if someone does not change? [Read more…]