Peady’s Selling Engagement sponsored by IRD Prospector

How many proposals do you have in the market where prospective clients can’t or won’t make a decision?

A painful, frustrating and stressful way to manage your sales pipeline.

A key point

 “People buy for their reasons, not yours. Find out theirs first” – Jeffrey Gitomer.

Before you prepare and present a proposal it’s critical to have correctly qualified the opportunity, ensure you know the prospect needs, ensure he is interested in moving forward AND can make the decision.

Be careful

Once you have presented the proposal when and how do you follow up?

If you hound them or call without a valid reason, there’s every chance the opportunity will fall over but if you wait too long competitors can get under your guard or the customer will spend the funds elsewhere.  

Calling to “see how things are” or “check on the progress” makes you appear over keen and maybe even desperate.

Call and show value

The key is to have a variety of GENUINE reasons to make contact. Reasons that are not immediately connected to the proposed sale but are still relevant and of interest. Reasons that invite a conversation at the end of which you can ask about the proposal.

Take some time and weave a compelling valid business reason for your call:

• Is there something that you can share with them about your product/service; business generally or their industry?
• Is there something newsworthy that you can discuss?
• How about a success story or case study?

A follow up at the end of the call is: “are there any questions about the proposal I can help you with?”
The bottom line is to create and show value and refocus your efforts on understanding the prospect’s true perspective, their real alternatives, time frames and why your solution is a truly better solution
 
Wise words on proposals

Early on in my sales career a very street smart sales manager taught me a lesson about submitting proposals – I want to share it with you. My sales manager pointed out quite often the need for a full proposal was not justified. In his judgment an overview or “pre-proposal” was the right thing to do because its “tests the waters” a bit like a trial close. By putting together a one pager or email you can very quickly find out where the prospect is in the selling cycle and how much more work is required.

Until next week good selling!!
 

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About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.

He can be contacted at [email protected]