In business, complex or expensive products and services are often obscured in the sales process for lack of a clear BIG IDEA. This can be an insurmountable deal killer. That’s because persuasion starts and ends with a clear big idea. It’s true whether you’re convincing your spouse on vacation destinations or leading your client’s purchasing committee to select a vendor on a seven-figure deal.
We’ve developed the following methodology to successfully develop and present successful solutions. But before I start, here are some ground rules form greatest effectiveness: