Phase IV: Maximize and Manage
Maximize and Manage – create and present winning sales proposals to close a high volume of sales. It further brings the entire process together with sales forecasting, visibility, and the capacity to balance a wide array of sales cycles.
At the end of a successful sales process comes the close. The best and most successful proposals will include all the preparation, execution, and strategic data analysis from the process steps which came before. The “Maximize and Manage” phase emphasizes the need to merge your brand identity with the pain points and organizational goals uncovered about your prospect. The primary goal in a results presentation or proposal offering is to maximize the prospect’s perceived value of your solution; thereby increasing the propensity to buy.
Perceived Value – Cost = Propensity to Buy
Approaching your perceived value from a formulaic angle, helps you to quantify and rationalize what specific pieces of your product portfolio or solution spectrum will have the greatest impact on your prospective customer.
- Brand Identity: The first stage in the process was to truly understand ourselves and our brand, and it is key to reiterate that messaging here. We want our Brand Identity and strategic positioning to be top of mind for the prospect in the pivotal moments of their decision to buy.
- What we Learned: Through our strategic targeted questions developed using our Ask and Answer technique, we uncovered the pain points that the prospects themselves felt were most pressing and urgent; be prepared to restate them. It is extremely powerful to showcase that you truly understood the customer’s challenges and goals enough to have incorporated them into the results presentation.
- ROI and Sense of Urgency: For every action there is a cost, but for every non-action there can be an even greater cost. The ‘opportunity cost’ of not choosing to implement a product/service/solution can often eclipse the real landed cost of purchase. Understanding how to rationalize ROI to prospective customers, and instilling a sense of urgency to act now will greatly increase your ability to close sales.
How we help:
We deliver a complete process for creating proposals, which incorporates all other aspects and data points from the sales cycle.
Whether you’re building a department from scratch or needing a boost in your close rate, our analytical approach to sales strategy provides quantifiable results.
- Strategy and Insight: Palm Sales brings succinct language and intelligent design to how your team closes sales. The manner and meaning in which assessment results are presented, are just as important as the results themselves.
- Process and Analytics: Palm Sales solutions ensure that your proposals and assessment results are presented in a manner consistent with the quality of your brand. We provide a complete sales process package to strengthen your brand identity, bolster your sales team, and reinforce the process based infrastructure of your sales department as a whole. All of this directly translates into an increased conversion rate from prospect to customer, and heightened close rate on each and every sale
- Training and Enablement: Maximizing your ability to convey value, and create a sense of urgency, is what closing sales is all about. Even an exceptional proposal may not result in winning business if it is presented poorly. Palm Sales provides the knowledge and proficiency to create and present impactful sales proposals, enabling your team to capitalize on current and future opportunities in the marketplace.