Skill · Moving the deal forward
Solution-need bridge
Introduce your solution so it clearly fits the pain already found - and pre-answers the objections waiting in the buyer's mind.
After discovery is doneHigh product dependency
Why this skill exists
Discovery found the pain. The bridge is how you propose.
This skill assumes the hard part of discovery is already done - real pain found, right moment to move. What remains is bringing up your solution in a way that feels earned, not bolted on.
Weak proposal
Feature dump
- List capabilities with no link to what was just discussed
- Talk product language the buyer never used
- Invite every objection the pitch left open
- Sound like every other vendor who "also solves that"
What is at stake
Fit that lands
- Strong discovery still dies in a clumsy pitch
- Buyers need to hear their problem in your solution
- Objections that could have been pre-answered still land later
- The bridge is the craft of proposing - not of digging
What reps practise
Propose the fit - linked, clear, and ahead of objections.
Link to what was discussed
Open the proposal from their words and their pain - so the solution feels like a continuation of the conversation, not a restart.
When it matters
Whenever discovery is done and it is time to propose.
AEs after discovery
Turn found pain into a clear fit
Follow-up calls
Reconnect need to solution
Most full call types
Required alongside discovery and objection
Propose so the fit is obvious.
Concerns will still come. Next: objection handling.