STAGE 5

Proposing and Advancement

Learn the process for preparing and delivering client-centric responses that set the path forward.

The intention of this stage is not to focus on the details of building your proposal-development skills. Most of the companies that participate in Sandler Training already have effective processes in this area. Instead, the focus is on the critical role of the sales team in enterprise proposal development and the voice of the customer, two important and connected themes. You’ll also explore how you can ensure advancement and continued progress, regardless of the client’s decision in the selection process.

In chapter 20, Developing the Response, you’ll focus on crafting a superior response for the business you’ve earned the right to win.

In chapter 21, you’ll get ready to deliver a focused Proposal and Presentation.

In chapter 22, you’ll look closely at the prospect’s Selection process, and find out how to turn any outcome you receive into a win.

In chapter 23, you’ll cover the Agreement and Transition period, and learn how to turn the yes you just received into a seamless transition to a fair and workable contract.