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.
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Tomorrow - November 14
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I'd love to meet your friend, YES
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Today - November 13
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"Why did you get bought?"
Understanding why your buyers buy is one of the more challenging yet fulfilling parts of being a sales pro. Every buyer and sale is different; learning all you can to help for the next time is key.
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November 12
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Two sellers walk into a bar
Get your manager engaged in your goal-setting protocol and you’ll have a higher likelihood of learning about your misses and growing your skills.
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November 11
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Boost your selling with integrity
Some may argue that integrity is innate…after all, your parents are wonderful and taught you well. But there’s pressure in today’s sales game that constantly challenges your integrity.
"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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