"There are two winners in every deal: the person who wins the deal and the first person out of it."
– Patrick McLoughlin
What’s in this article for you?
Some tactical nuggets and the occasional strategic gem! This article explores practices that can improve your decision-making and response efficacy, including:
RFP Responses:
- Should we participate?
- Engaging your prospect’s consultant
- Being first
- The anchoring effect
- Adding rows
- Conversations with your prospect
- Pulling back
Delivering Scripted Demos:
- Basic principles
- Rearranging the order
- Death by corporate overview
- The Menu Approach
- Subverting the introduction
- Using a checklist
- Adding rows
- Understanding the scoring
- Engaging, entertaining, enlivening
- Summarizing
Should We Participate?
“Yes, definitely…!” cries the salesperson, who believes he has little to lose by pursuing a response. “It’s a huge opportunity!”
“Oh god, no no no…!” laments the presales player, whose plate is already overflowing with doing discovery, demos, and the myriads of other activities that consumes her days. “This RFP was clearly written for our competition!”
You can find the full article here – enjoy!
https://greatdemo.com/rethink-rfps-win-smarter/
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