Step 09 · Proposal & Close
From Proven Value to a Purchase Order
Turn what the customer has seen and measured into a clear proposal — then help them through the steps every purchase takes.
01 / 06 · Validated Problem
The customer confirmed it.
Step 09
Proposal & Close
Turn proven value into a clear proposal, and guide the customer through the steps to a purchase order.
A proposal covers
- Customer context
- Validated problem
- Proposed solution
- Scope
- Expected value
- Pilot evidence
- Price
- Implementation
- Next step
Customer interest is not a purchase.
Even a customer who wants to buy may still need:
- Technical review
- IT / security review
- Procurement
- Vendor registration
- NDA
- Commercial negotiation
- Purchase order
Do
- Write the proposal in the customer's words, covering the nine parts above.
- Ask early who else must review it before a purchase order.
- Negotiate by trading value, not by discounting.
- Agree a decision date.
Avoid
- Don't mistake interest for a purchase.
- Don't quote a price outside approved policy.
- Don't try to skip procurement.
ResultA purchase order — or a clear reason why not.
Learn More
Proposal
Context → validated pain → solution → scope → evidence → success criteria → commercials → next action.
No surprises · Customer's words · Clear next step
Pricing architecture
Metric, term, packaging and services — set by approved policy.
Fit the buyer's process · Hypothesis first · No ad-hoc quotes
Objection handling
Acknowledge, clarify, respond with evidence or an honest limit.
Objections are information · Never improvise security · Some objections are right
Negotiation
Trade value; don't blindly discount.
Know your limits · Tradeables · Within authority