Increase, Protect Price with Value-Based Proposalsby Nick Miller
If you want to increase or protect your price, your teams’ proposals must focus on value, a change in customer operating conditions. Why? Because customers want to know what’s in it for them – how your proposed solution(s) will save them time, make them money, reduce their stress, or make people think more highly of them.
Begin your proposal process with a bank-wide effort to identify, quantify, and document the value you offer.
- Link product details to customer challenges - you need to understand how and when your bank’s products solve customer operations challenges and the value the products create when implemented.
- Gather customer success stories – you must be able to describe challenges that similar companies face and demonstrate how your bank has helped them generate good outcomes.
- Build a database to store the information you’ve collected – you can tap into these resources to see the value you’ve created for others and how fast they generated the value.
Want more tips on positioning value? Check out our July 19, 2011 live webinar – Selling the Value of Bank Solutions. It’s part of Clarity Advantage’s Deep Diving into Sales Techniques summer webinar series. Coaching material for sales managers. Actionable tips and strategies for sales people. No charge. Find out more here.