Prove It – Value Drivers

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How do you know when a deal will close?

It’s what the sales funnel is all about. But forecasting when sales will close is something that most sellers are fairly bad at.

There’s only one way to know when any sale will close – Prove it.

So how to you prove it? By coming back to the Value Drivers behind the opportunity. Value Drivers are the core of any solution building process. Locating the business case for the solution, determining the impact of the prospect having solved/addressed their problem/goal… Value Drivers are the business reasons anything happens in a sale.

If you know what the Value Drivers are, then you will also have the reasoning and clarity behind timing and implementation. If you are unable to determine the Value Drivers, you are relying on the loneliest of all sales skills – Luck.

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