Target Opportunity Selling: Top Sales Performers Reveal What Really Works

Chapter 14

Compete on Value

The Sales Expansion Loop: Compete on Value

At the end stages of the sale there may be a final presentation, a ritual wrap-up to summarize what all parties have agreed to in past meetings, discussing what you’ll deliver, and how they’ll benefit. Part of your final presentation will focus on the value proposition that has been codeveloped (and hopefully copresented) with customer stakeholders around the table. This will all be documented in a formal proposal you write.

All these calendared steps should be featured in the Mutual Project Plan you agreed to long ago, which even now at the end of the sales cycle should ...