Sales Benchmark Index

Solutions Options Framework

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IntroductionWhat is the Solutions Options Framework?

The Solutions Options Framework is designed to guide a Sales Rep (and customers) through the process of discussing pricing and options. It helps make the process seem less like “selling” and more like “helping.” Less of a “pitch,” and more of a “discussion.” For example, it provides a distinct sales strategy that allows you to:• Start off the sales process on the right foot• Approach prospects in non-threatening ways. This way they aren’t “turned off” early (or ever) during the sales

process• Uncover a prospect’s actual wants and needs. This allows you to tailor your message and provide the best solution

possible• Close tactfully and effectively

The Psychology of the Solutions Options Framework

The Solutions Options Framework is a carefully crafted tool with one goal in mind: Discover what the customer really wants. The tool’s real effectiveness comes from the psychology behind it. Below are 6 benefits the framework can offer Sales Reps.1. Naming - cleverly naming the options personalizes your offers and makes them less intimidating.2. Pricing Options - a non-threatening platform to discuss customer budgets without ever actually asking the

question.3. Customer Wants and Needs - Tactfully solicit feedback on what options are the most important to the customer. 4. Offer 3 Options - Provide the prospect with multiple ranges in price and features to help uncover the unknown.

The middle option should be your preferred offer. Your top-tier option should include all the bells and whistles, and generate a healthy margin. Your bottom-tier option should be for those customers who want to go cheap. Psychologically, buyers will tend to gravitate towards the middle option.

5. Additions & Subtractions - Alterations are easy. You don’t have to go through a formal quote / bidding process.6. Ownership - With each revision of the document, the customer develops a greater sense of ownership.

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InstructionsOption Provide 3 options that vary in size and features

Price Range The middle price is your target askTerms & Conditions Offer a range of deal terms

Product Types Which products are being offered?Features

Product Features What feature sets will be included for each option?Performance

Reporting What type of reporting will be provided?

Add-Ons What additional features will be provided?Implementation (internal use only)

Project Staff Who do you need to involve to launch this product?Support Platforms What technology do you need to utilize?

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<ENTER CUSTOMER NAME HERE>Option 1. <Option

1Name>2. <Option 2

Name>3. <Option 3

Name>Price Range

Terms & ConditionsProduct Types

FeaturesProduct Features

Performance ReportingAdd-Ons

Implementation (internal use only)Project Staff

Support Platforms

NOTE: Fill in these fields with three options that make sense to you and the Buyer. See next two pages for more information on how to use this job aid.