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Next time you’re trying to move a stalled deal (i.e. one that’s not subject to the release of a formal tendering process) towards a close, pose this question:
“What can we do to make this work for you?”
This simple question eliminates the futility of trying to figure out what you need to do or say to bag the business.
Conversely, it gets the prospect to tell you exactly what their organisation needs to be assured of, or be offered, to be convinced to move forward conclusively.
Excerpted and adapted from source material: Charles, Marc, “10 Words to Close Any Sale,” Early to Rise.
TO BID OR NOT TO BID
The real value of a thorough and well thought-out bid/no bid decision analysis – whether highly structured or less so – results from asking the right questions (in a logically-progressing order) and seeking out well-researched answers.
It's a customised, deep-thinking process during which a valuable perspective of the client and the opportunity is built. When that is followed by a realistic self-analysis, the framework is in place for making a genuinely strategic, properly informed decision.
HOW TO INNOVATE IN BIDS
‘Innovation’ in the context of the big-ticket bidding space takes on a very specific definition.
It’s the bidder that demonstrates a deep and genuine grasp of this definition – and stays tightly guided by it in the “innovative approach” it is asked to propose in its submission – that is likely to be successful.
