A regional firm that was competing against five "industry giants" for a major contract asked for Konrath's help with their upcoming sales presentation. She offered the small firm a challenge: "Let's assume they gave you the contract. What would you do next?" she asked. Taken aback, the team admitted they were "not exactly sure" that what the prospect was asking for in the RFP was "the best way for them to achieve their goals." If hired, they said, they would offer alternatives. "Then that's what your meeting will be about," Konrath advised.
Here's what the team did on the day of their presentation:
They gave a handout of their company information to the review panel.
But they said that, rather than talk about themselves, they'd prefer to focus on the hiring company's challenges.
The team then suggested alternatives to the requests made in the RFP and questioned the panel's thinking on some of their "must-have criteria." The discussion took off.
The result? The prospect company canceled the next round of interviews—and hired the regional company within the week.
The Po!nt: Give to get. While the thought of offering more of your expertise upfront might seem risky, getting down to work in a sales presentation is bound to have an impact. Consider what more you can give to land that next big contract.
Read more: http://www.marketingprofs.com/short-articles/2444/a-bold-b2b-sales-strategy-that-just-might-get-results#ixzz1pb6ocVoT
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