Streamline Training & Documentation: Check Your Solution

Sunday, July 23, 2006

Check Your Solution

Before submitting a solution proposal to a prospect, you need to check that you've put yourself in the best possible competitive position. Ask yourself whether your proposed solution meets all of the following criteria. If not, make fixing the shortcomings a priority.

Solution Checklist

My proposal:

is clearly linked to goals and needs the prospect has described to me.

helps the prospect differentiate itself in the marketplace.

has a "hook" that I have good reason to believe the prospect will find exciting.

hits the prospect's hot buttons.

reflects concerted effort on my part — using S.C.A.M.P.E.R. or a similar technique — to enhance the freshness and uniqueness of what I am offering the prospect.

can be executed by my company markedly better than by any of our competitors.

reflects feedback from the prospect on the basic concepts and components of what I am proposing.

if accepted, will be a win for my company because it will deliver good profit and strengthen our reputation in the market.

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Labels: Persuasion

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