Take a look at how the description of each phase of this pretty traditional solution sale process sets the stage for building relationships, gaining understanding and facilitating receptive venues for delivering your message so that you can differentiate and win more deals. Key is the right messge to the right person at the right time to get the right results.
This process allows your prospects team and company to collectively determine how you can best help them via your capabilities focused on their business requirements and success. Take a look at the following as if it were a simple list of 6 activities you made in the body of a letter you might write your prospect to confirm the evaluation approach you suggested while talking with them earlier:
1. Executive Discussion - we begin our investment in your project at the executive level to ensure focus on the partnership needed to deliver on our promise to you - a guarantee of success. This starts by discussing your company’s major business needs and vision for what you want to accomplish and the capabilities we have to help make it happen for you.
2. Needs Survey - a diagnostic step that provides a top down view of the business objectives as well as the critical issues you face, the reasons for them, and their impact on other aspects of your organization. The survey allows us to assess your perception of the capabilities needed to deliver a true competitive advantage and sustained growth. We dedicate ample time to each of your key staff beginning with the top executive or business process owner for an accurate and complete view of your business needs. We also challenge you to give us your toughest situation examples so we may prove we have the capability to meet and exceed your needs.
3. Pre-Proposal Review Meeting - This discussion identifies all the products, services, and investments identified for you to receive the benefits and returns you seek. The purpose of this meeting is to: 1) Confirm our survey findings with you and your executive team 2) Resolve all issues, and 3) Ensure that the proposal has been carefully read, understood and addresses all of your needs. Our intent is for you to have all the information needed to make an informed decision about choosing us as your best global partner.
4. “Proof Of Concept” Workshop. Once we are confident we have the right solution for you, and that we both agree on a way to do business together, we invest in building a Prototype Model of the solution or components of the solution you want. It is tailored specifically to your most challenging needs. We assemble the results of the survey into a presentation using your vision, your rules, and your data via our VentureFuel Suite™. The purpose of this event is to prove a match between your business objectives, your environment, and the specific, unique capabilities we offer. An important aspect of this step is to reveal additional new opportunities for improvement (often beyond those you may already have identified) and to show you how we can help you move from your current environment to your desired one. Depending on the level of depth you choose, this may be a no charge or fee based event. If fee based, the work done here is the beginning of the implementation process. Either way, this is a very effective way to eliminate all risk from the selection process.
5. Client References - Once we have confirmed that we add value to your business and are capable to best help you to achieve your objectives, we will provide you with client references to demonstrate proof of how we have helped businesses similar to yours to reach their goals.
6. Business Issues And Partnering Relationship Confirmation - At this point, we find it beneficial to have your Executive Sponsor (responsible for approving the solution and accepting our pre-negotiated contract) again meet with the our Executive Sponsor responsible for your success so that the business issues and partnering relationship can be finalized and we can get you up, running and achieving results as soon as you are ready.The key ofcourse isn't the process but how you execute it.
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