Start with the customer’s decision
An offer can be technically sound yet difficult to buy. Before changing prices or investing in new contacts, reconstruct the decision: what problem is the customer solving, which alternatives are they considering and who must approve?
Separate observations from assumptions
Review a few recent opportunities. Distinguish what the customer said, what happened and your interpretation. “The quotation received no reply” is an observation. “The price is too high” is an assumption until there is evidence to support it.
Design a limited test
Illustrative example: a company simplifies its service description and clarifies the next step after a quotation. It uses comparable enquiries to assess whether more useful conversations follow. The outcome is not guaranteed: the test is intended to reveal what helps the customer decide.
BLG’s contribution
BLG supports the discussion between leadership, sales and service, structures information and helps choose a test with clear responsibilities and evaluation criteria. Product expertise and the final decision remain with the business.