The Solutions Options Framework from Sales Benchmark Index is a free tool to help sales forces negotiate pricing and options with prospects in a way that's comfortable for the customers, writes Joel McCabe. The tool encourages salespeople to use simple names such as "chocolate," "vanilla" and "strawberry" for pricing options, making them less intimidating to prospects, and it helps solicit feedback to find out what customers are really seeking. The tool template is available for download on the SBI website.

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