We’ve made it to the fifth stage of the sales cycle, presenting your solution. You’ve done the research, analyzed the prospect’s needs and developed a targeted proposal. It’s now time to master presenting your solution and connecting it to their goals.
You’ll want to have a deep understanding of the solution, advise how it addresses needs and ensure that no questions linger. Your role is consultative. You aren’t selling; you’re helping!
To better prepare you to present your solution, check out these words of wisdom from experts in the field.
Advice for Presenting Your Solution
Get creative to tell a story.
“The main ingredients of the story: the problem, the strategy to resolve the problem, the tools you will use to fix the problem, and how you will follow up. Add some creativity to ice the cake. If your proposal has the right ingredients, it will be hard for the client to say no.”
Karen Martinelli
Digital Sales and Marketing Manager, Today, Inc.
Start with ROI.
“Your proposal should look like a business plan, not a grid of spots and rates. Do the math for ROI before your meeting so that you have the answers before you present your solution.”
Jeff Ulrich
Senior Manager of Digital Transformation and Enablement, Marketron
Offer different options.
“Include two or three different options on the first page. This could look like high-level bullet points, with the following pages going into more detail. This often gives them the perception that they are in control of what they’re buying and gives them a frame of reference if they want to go higher or lower with their budget.”
Lauren Pettus
Digital Sales Manager, Today, Inc.
Use available tools.
“A winning story takes time to create. We have tools at our fingertips to help put together something strong like the Pitch proposal builder as well as PowerPoint and/or Google slides.”
Karen Martinelli
Digital Sales and Marketing Manager, Today, Inc.
Create consistency with your offering.
“A company’s proposal should offer consistency — with customized solutions — centered on identifying the problem, showing what success looks like with your solution in place, setting proper expectations with success stories, offering references that the prospect can call/email, and transparently stating the ROI.”
Todd Kalman
SVP of Sales, Marketron
Avoid being verbose.
“Wordy proposals can lose clients. Instead of a five-page essay, use images and screenshot examples wherever possible to illustrate what your solution can look like.”
Lauren Pettus
Digital Sales Manager, Today, Inc.
Don’t think small.
“The pitch must show that you’re thinking long-term and about the big picture. If you haven’t asked enough questions, you’ll show that you’re thinking small and lose interest from the prospect.”
Karen Martinelli
Digital Sales and Marketing Manager, Today, Inc.
Present the proposal in the meeting.
“Today, you can still meet over video conference. But avoid sending the proposal ahead of the call. You want to walk your prospect through it, so they don’t make assumptions ahead of time.”
Todd Kalman
SVP of Sales, Marketron
Get More Tips for Presenting Your Solution
We have two more bonus tips, available only when you download the e-book, 7 Stages of the Sales Cycle: How to Master Each Step to Capture More Business.
