Friday, 5 July
Today's Topic
"You NEED to see this proposal."

Skill + Do

Creating proposals is fun – it’s what you live for. Give the proposal what it deserves by getting interaction with the customer right after you’ve delivered the proposal.

In a perfect world, salespeople could always reach their KDMs on the phone and schedule meetings whenever they wanted. Ha… yeah…wake up and smell the espresso. Not these days.

But what if you could review even a portion of your proposals with your prospects…what would that mean to your close rate?

When you think about the times when you need to spend time with a buyer, presenting proposals ranks pretty high.

Try this line in an email: "Hey, as you saw in your inbox, I sent over the proposal yesterday…but there’s one part of the proposal that could use some context and discussion. Do you have five minutes to get on a Zoom tomorrow?"

Go into that meeting prepared to nail the one part you mentioned, and have a backup plan for a couple more parts of the proposal that you want to reinforce and get the buyer’s reaction on. Whatever you do, don’t overstay your welcome. If you asked for 5 minutes, end the meeting at 4.59; if you asked for ten minutes…you get the drift. Let them opt in for more time.

It is statistically proven that you don’t get what you don’t ask for 100% of the time. Even if you can get 10% of your buyers on the phone for five minutes to review a few key points of your proposal, you’re miles ahead of your competition. And you’d take it.

This is why you work hard to develop relationships…it’s for those five crucial minutes of reviewing the part of your proposal that needs emphasis.

Tomorrow - July 19

Stop saying "thanks for your time."

Today - July 18

On this day, Nadia got a 10

Nadia Com─âneci was playing for Gold medals; you’re playing for big commissions. Both of you know you need to be maniacal about the behaviors and habits that drive the results you want.

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July 17

"Me no afraid of sales angst!"

Sometimes fear can motivate sellers, and other times it can be crippling. And because you know occupational hazards don’t go away on their own, you have to create a plan for dealing with them.

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July 16

Who's NOT my champion buyer?

You know how to bond with anyone…you’re a pro. But the strength of your bond is determined by how you provide value for your Champion inside their world, not inside a bar.

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"I passionately believe that it’s not just what you say that counts, it’s also how you say it – that the success of your argument critically depends on your manner of presenting it." Alain de Botton

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