EP #006: Dive into the world of untangling life's complexities with Mark Burke and his co-host on UNTANGLEMENT. In this episode, Assistant Director of the Bucknell SBDC, Denny Hummer, shares how to level up your sales process with purposeful proposals.

LISTENER TAKEAWAY

It's a fact of business that the sales process is changing as consumers have access to more options and information. In this episode, Mark and Denny explore how we can shift from traditional methods to a new perspective by leveraging the value and unique opportunity proposals offer to the buying experience.

As Mark, Denny, and the audience discuss, what truly wins the sale aren't the words on a page; sometimes, it's not even the final product or service. Instead, the piece that ultimately converts interest is the experience that you offer.

Whether you are selling a device that allows cats to verbally communicate with their owners or a Jeep that promises the thrill of adventure, proposals should be an extension of the experience you deliver to your prospects and clients. When purposefully designed, they can demonstrate your care and attentiveness to their wants and needs, offer a different perspective to expand the possibilities, highlight the unique value, style, and personality you bring, and tell a compelling story that builds trust and loyalty.

The trick is to move past complacency, challenge the status quo in your own process, and remember to stop...

TIMESTAMPS

[00:01:04] Introductions

[00:01:49] Not News

[00:04:47] Diving Into a Different Perspective

[00:07:20] Document versus Experience

[00:09:58] View From the Driver's Seat

[00:13:35] Selling the Experience

[00:15:28] Pieces of the Solution

[00:16:30] Utilizing Specific Language

[00:18:07] Offering Visionary Options

[00:20:40] Don't Sell Yourself Short

[00:22:13] Selling Your Style and Personality

[00:27:08] Empowering the Links in the Chain

[00:30:51] Exchanging Proposal for Perspective

[00:34:55] Additional Thoughts From the Audience

[00:37:12] Meta Perpectival

[00:44:17] Competing Against Your Process

[00:50:40] That's A Wrap!