Statements of work (SOW). That is the one simple activity that can increase your post sales effectiveness and also help you tremendously in your prospecting efforts. I know, it sounds simple and is a basic activity but it’s the simple activities that will make the world of difference between the top performers and mediocre sellers. Why? The mediocre sellers think that things like doing an effective statement of works are beneath them.
They are not differentiated from the crowd and are seen just like all the other mediocre sellers out there in the eyes of clients and their colleagues. The top performing sellers, recognizes the value of the simple activities, implement them and are instantly differentiated from the pack. This is why I share the importance of the little value adds.
Here is the three main reasons I recommend this activity:
All in all, an effective statement of work will strengthen your relationship with clients, increase your post sales process with other key internal departments and arm you with data and metric to assist you’re prospecting efforts. It is a simple way that you cab differentiate yourself and be viewed as an effective sales professional.
As promised in the episode, here is a basic sample of my fist statement of work I provided for a client.
Sunshine County Public School-SAMPLE (Statement of Work Example)
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.