Title: The Compelling Proposal: Make it Easy for the Customer to Buy From You! (Paperback or Softback)
Publisher: Value Lifecycle 5/31/2019
Publication Date: 2019
Language: English
ISBN 10: 1544504101
ISBN 13: 9781544504100
Binding: Paperback or Softback
Condition: New
Weight: 0.35 pounds
Book Type: Book

About this title

Synopsis

The Compelling Proposal builds on the principles in The Irresistible Value Proposition to transform the document that everyone loves to hate—on both sides of the deal—into a concise seven-page tool for bridging selling and negotiation.Written in the customer’s language, your compelling proposal will dramatically increase engagement by presenting multiple acceptable options to the buyer, giving them a rare opportunity to participate in crafting a deal that is good for both sides.As a result, you will establish trust, build credibility, and make it easy for the customer to buy from you!From the book:“The current state of supplier proposals is truly abysmal.”“The compelling proposal is focused on the customer, the outcomes they are trying to achieve, the deal levers that will best enable them to achieve those results, and options for moving forward. What customer would not like that?”“Your role is to make it easy for the customer to choose you and your firm by building trust and credibility while managing any uncertainty surrounding the deal.”“If you want your customer to trust you, show them what you know about their business, not what you know about yours.”

About the Author

Steve Thompson is managing partner of Value Lifecycle, which helps companies position, propose, negotiate, and close critical business deals. In the past twenty years, he has worked on more than $15B in B2B deals in over 120 different industries. He previously worked in senior operations, sales, and executive management at Westinghouse, Black & Decker, and DuPont. He served as a Nuclear Submarine Officer in the U.S. Navy.

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