3.5 TOOLSET - The Proposal / Gaining Agreement to Your Strong Recommendation

Just like your presentation, the longer you wait to deliver your proposal the better. Give yourself time to understand and gain agreement on your buyer’s ‘real’ problem. Take the time to share your verbal recommendation. Ask for and receive a firm yes or no (test it if you have to). If the answer is not a sincere and sober yes, invest time negotiating the terms required to earn the win. Gain commitment to review your proposal with the required buying center members. Now that your gift is wrapped, get to work putting it together.