Maxys Max Media and Entertainment

Give me a Solution

I was living in London and in the shower (more a trickle given London's poor water pressure) and there was this almighty smash on the door.  I grabbed a towel and raced out to see the six foot six, sharply dressed gezza from the downstairs unit in a hot tempered flurry.

In his hypertensed mumbling Bristol accent - "ya ferkin water's drippin into me unit man, get out of da shower"

"Cool your jets brother" as my mate Donny would say, "we will shower" I stated.

Nearly always the immediate fix is not the complete solution to the problem.

From a sales and marketing management perspective this is something I try and have my team focus on when presenting and putting together customer proposals - to understand the customers' problems and provide solutions. 

Often sales people are more focused on the product sizzle then the steak solution, particularly in the information technology space.

Basic Sales Proposal Framework

Following is a very basic framework I use for nearly every customer proposal and video script writing development.

• Current Situation (SWOT/ Situational Analysis)
• Problems with Current Situation
• Proposed Solution (s) - provide 2-3 options
• Benefits/ Comparision of Proposed Solution(s)
• Cost of Proposed Solution(s)
• Next Action (limit the options - give them two cards/ options)

Understanding your customers problems first of all requires listening and then filtering through the noise.

What problems do you solve?