Selling Your Value Through Story & Alignment w/Stephen Bergeron

Love it.

So

I want to wrap up with, you know, kind of both ends of the customer spectrum.

Customers maybe you're trying to win business with or trying to get some refresh versus the ones you've established for a while.

And you hinted at this earlier.

So let's start with the first half of that equation, which is the whole idea of the quote versus proposal.

You mentioned earlier, you know, that there is a big difference between a one page quote of like, this is what I'm going to sell you.

This is how much it's going to cost.

A bomb, a bill of

materials.

Yeah,

it's like sending someone an invoice.

You're basically asking them to pay right then versus an actual proposal.

So talk us through that a little bit.

What do you think a good proposal should contain that a basic quote is not? That, again, lends itself back to this idea of I'm doing something a little bit different and I'm presenting myself as a company you should trust and want to work with and not just someone that's hoping that you give them that dollar amount that's on the bottom of that quote.

Sure.

The first thing I think it does, it should have, is in the opening, is this is what we've just spent the last six months.

This is your situation as we've discussed it.

That's awesome.

Because that proves you've listened.

No, he did listen.

He just wasn't nodding and buying me lunch and taking me out for drinks.

He listened.

They've got it.

This is the solution we discussed.