Welcome to Decoding Sales, a podcast, we're an engineer and a sales person.

Talk about the art and science of sales as it relates to business and life.

I'm the engineer. My name's Alex.

And I'm the salesperson. My name is Peter.

In this episode of Decoding Sales,

we're going to talk about how to frame deals

and use proof of concepts to move a deal forward.

We're going to learn who you should actually do a proof concept with what it actually looks like

What a fine-grain details and tactics that you can actually apply some pitfalls and some strategies for what to do if something goes south and finally as

a bonus if you listen carefully we'll explain how you can actually get a sample template that you can use.

All right, Peter, well let's dive into this.

I'm really excited for our topic today because it is all about how to accomplish things in the early stages of a deal.

We talk about how to frame a deal and move it forward.

So just to get things kicked off,

I think Peter, one of the things always tricky is what do you do

when you're when you're in the discussion with the prospect and you're you're trying to figure out

if it's if this is for real how do you go from talk to action?

Yeah, I think one of the things that's really helped me to frame deals is actually

suggests a proof of concept or evaluation framework, whether that's verbally or even written down in a Google Doc or more formal proposal type

document. I think it really helps accelerate what the milestone should be

for that evaluation process and also invites collaboration and then the last thing too is it just makes you look more polished in terms of your process.

I think it gives the other side confidence that you've done this before, right?

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