Selling in Tough Times – III
In the first post of this three-part mini-series on ‘Selling in Tough Times” we looked at the vital first step of cleaning up your sales forecast.
In the second post of the series we looked at how you uncover the new purchase process in each of your target deals.
You now have a forecast that contains only real deals that you genuinely believe you can close. You have also have scoped out the new decision-making process for each of those deals.
In this final post of this series it’s now time to look at repositioning your offering to give you the best possible chance of winning the business.
STEP 3: EXAMINE YOUR VALUE PROPOSITION
When the buyers or purchase process in one of your key opportunities changes it’s key that you see how what you currently have on offer stacks up to the expectations of the new buyers.
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