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Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

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8.2. No proposals

In Chapter 6 we introduced Value-Sheets as a mechanism for working with buyers to collaboratively develop approaches to their challenges. Collaboration is a core principle of the I Owe U approach. Solutions to challenges are worked out jointly between the seller and the buyer, with mutually beneficial goals. Proposals are often not needed or are a formality.

In the table below, we compare the characteristics of a traditional proposal versus an I Owe U approach (where any final details are discussed in a face-to-face meeting) or Value-Sheet. It makes a strong case for avoiding formal proposals.

I Owe U approach or Value-SheetTraditional formal proposal
  • Is exploratory

  • Highly customised

  • Suggests options

  • Asks for feedback

  • Solving

  • Conversational ...

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