WHAT'S YOUR SALES IQ?

The Wisdom Behind The Answer

The most common occurrence in the proposal process is the comparison of price.  Whether you like it or not, this is where most proposals are won or lost.  Your job is to convert price to value to set yourself apart from others.  They do not want to avoid making a decision.  They already know what your product/service can do for them.  And they will never call you if they are seeking price only and you do not have the best price.  Your biggest opportunity in the proposal process is to select three customers who will give testimony as to why your price may not be the lowest, but your value is the highest.  If you win on price you might lose on price the very next time.