The Compelling Proposal is a learning and coaching workshop that tackles one of the most powerful ways to truly differentiate you and your offering and that is the Outcome-Based Proposal. Throughout the workshop you will be applying new concepts to your real Proposal. However, you will never be learning and doing alone. You will have access to your Personal Coach who will question, explain and coach you – either through direct feedback on the platform or through 1 on 1 video teleconference calls.
Too often Customers can’t “connect the dots” between our Proposal and the Outcomes/Value they want to achieve. Our Proposals are treated as a last minute "document" that must be completed as another step in the sales process. Often we simply "cut and paste" from previous proposals and, hopefully, remember to also "search and replace" the Customer's name. And yet, B2B sales are getting more complex with more buying influencers on the customer side and larger selling teams on our side. This creates a lot of risk and uncertainty - for both parties!
The Compelling Proposal, if done right, can serve as a means to manage that risk and uncertainty. And make it easier for the Customer to choose us and know it was the right choice for them. My clients have used this simple template to close deals from $20K to over $1B!
In this workshop, you will learn the following:
- The real purpose of a Proposal
- How to reinforce Trust
- How to establish Credibility
- How to set up the "Right Negotiation"
- How to manage risk and Uncertainty
- How to allow the customer to Buy versus us selling to them
All of this can be accomplished with seven straightforward slides. And you will build your own Compelling Proposal in the workshop.
My name is Steve Thompson, and I am delighted to be your mentor during this workshop! To help you understand where I am coming from, a little bit about me. I am an expert in getting B2B deals done while maximizing the value to both parties. For over 20 years, I have personally coached thousands of B2B deals worth well over $15 billion – for both B2B selling and buying organizations. My diverse clientele represents dozens of industries and businesses from the Fortune 500 to technology startups. Clients have sent me to work in every major business center around the globe. When I receive a call from a client, it is almost assuredly a “must-win” deal that is in trouble – and it’s my job to help salvage this deal.
Helping clients understand what “value” really means to them, their key customers / suppliers and their businesses, is my passion! Having the unique perspective of participating in large B2B deals from both sides, I am frequently amazed (and sometimes frustrated) by the question “Why do so many buyers and sellers either routinely settle for low value deals or fail to reach an agreement?” This is especially true when there is tremendous value for one side (or both parties) that is not even brought into the selling or buying discussion – or arguably worse, is lost during the negotiation or the implementation after the sale!
I have previously worked in senior operations, sales and executive management at Westinghouse, Black & Decker and DuPont. I've started several businesses, one of which was a family owned bottled water company that was sold to the largest Japanese beverage company. I also served as a Nuclear Submarine Officer in the U.S. Navy right after college. I hold a BS in Chemistry from Georgia Tech and an MBA from the Kellogg School of Business at Northwestern University.
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