Today, I’d like to share a strategy with you that is having a multiplier impact for all our clients, especially Fortune 500 sales teams.
Introducing the ‘Plus One.’
Here is how it works.
Let’s assume you’re selling business application software.
The question is: “How can we improve our value proposition for customers?”
The ‘Plus One’ lens leads you down a new path.
Can we combine information technology with operational technology?
Can we blend the two to increase our value proposition?
Let’s take management consulting, where you’re providing advisory services. Can you throw in a ‘plus one’ of also delivering digital transformation strategies?
Here is how you can brainstorm the ‘Plus One’ strategy in your context:
- What can I provide to a client that takes little additional effort for me, but multiplies the value proposition?
- What horizontal or vertical integration can help the client get results faster and be more competitive?
We in sales understand that business value drives customer momentum, and when it comes to high-stakes deals, a little extra on top can go a long way.
To conclude, always think about the ‘Plus One’ in the context of:
→ Value Proposition
→ Differentiation
→ Additional Monetisation
Looking forward to helping you win more.
What’s the ‘Plus One’ you could add to your current deals right now?
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