Page 146 - UCSSW - UCS Sales Workshop

Supporting Student Notes:

• Supporting Point 1: This is based around work by Theodore Levett

• Supporting Point 2: If the technical solution doesn’t meet the basic technical requirements and the
expected requirements, redesign the solution or qualify out – you will not win the deal

• Supporting Point 3: If the solution meets the unstated requirements, demonstrating an
understanding of what is required by a solution, then you stand a chance…

• Supporting Point 4: However, if your solution exceeds the technical expectations, you have fully
understood the business requirements, and will exceed the customers expectations – this is where
value is added to your proposition

• Supporting Point 5: According to Jim Holden, you will only win on a technical bake off with the
competition if you have a 6:1 advantage