Daily Quote |
Skill
You work hard to get to the proposal stage with your prospects, so why do you hit "send" and ask the proposal to close the deal for you?
Proposals don't close business. You close business.
If you think your buyer is going to review your proposal the second you send it over, you're mistaken. While it's the most important thing to you at the moment, it's not viewed that way by the buyer. (Sorry.)
You must do everything possible to present your proposals personally to your prospects. Even if you get 5 minutes of their time on Zoom to review one crucial part of your proposal, that'll make a big difference.
Do
Fight, scrape, claw, bite – or do all of it – to get time with your prospect to review some of your proposal. (Notice the emphasis on "some".)
This is where Champions can really help…and why it's good to have junior Champs as well as senior Champs on your side.
This approach relies on your ability to get your customer to commit to a 5-minute phone meeting. One thing is for sure: sending an email asking for feedback will most certainly produce crickets.
Note: the art of the 5-minute pitch meeting is covered tomorrow!
Oomph
Oh, to be Don Draper….the ultimate closer.
Even though Don exists in our minds, his unparalleled ability to present ideas and proposals is good entertainment…and good modeling.
Let this 2-minute Mad Men clip inspire and inject you with the same confidence and courage Don wields.
Your proposals are nothing more than a digital file unless you bring them to life…they're begging for "salespersonship" to get them closed.
Oh, to be Don Draper….the ultimate closer.
Even though Don exists in our minds, his unparalleled ability to present ideas and proposals is good entertainment…and good modeling.
Let this 2-minute Mad Men clip inspire and inject you with the same confidence and courage Don wields.
Your proposals are nothing more than a digital file unless you bring them to life…they're begging for "salespersonship" to get them closed.
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