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Solutions Options Framework

Solutions Options Framework. Sales Benchmark Index. Introduction. What is the Solutions Options Framework?

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Solutions Options Framework

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  1. Solutions Options Framework Sales Benchmark Index

  2. Introduction What is the Solutions Options Framework? The Solutions Options Framework is designed to guide a Sales Rep (and customers) through the process of discussing pricing and options. It helps make the process seem less like “selling” and more like “helping.” Less of a “pitch,” and more of a “discussion.” For example, it provides a distinct sales strategy that allows you to: • Start off the sales process on the right foot • Approach prospects in non-threatening ways. This way they aren’t “turned off” early (or ever) during the sales process • Uncover a prospect’s actual wants and needs. This allows you to tailor your message and provide the best solution possible • Close tactfully and effectively The Psychology of the Solutions Options Framework The Solutions Options Framework is a carefully crafted tool with one goal in mind: Discover what the customer really wants. The tool’s real effectiveness comes from the psychology behind it. Below are 6 benefits the framework can offer Sales Reps. • Naming - cleverly naming the options personalizes your offers and makes them less intimidating. • Pricing Options - a non-threatening platform to discuss customer budgets without ever actually asking the question. • Customer Wants and Needs - Tactfully solicit feedback on what options are the most important to the customer. • Offer 3 Options - Provide the prospect with multiple ranges in price and features to help uncover the unknown. The middle option should be your preferred offer. Your top-tier option should include all the bells and whistles, and generate a healthy margin. Your bottom-tier option should be for those customers who want to go cheap. Psychologically, buyers will tend to gravitate towards the middle option. • Additions & Subtractions - Alterations are easy. You don’t have to go through a formal quote / bidding process. • Ownership - With each revision of the document, the customer develops a greater sense of ownership.

  3. Instructions

  4. <ENTER CUSTOMER NAME HERE> NOTE: Fill in these fields with three options that make sense to you and the Buyer. See next two pages for more information on how to use this job aid.

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