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How to Get Prospects to Earn Proposals

How_to_Get_a_Prospect_to_Earn_a_ProposalAs a B2B sales trainer, do you teach a sales process that requires a prospect to “earn” a proposal OR do you teach a process more like one of those people standing on the street corner holding out flyers?

“Here, please take one!”

Kicking out proposals at the drop of a hat—or the mere hint a client wants a proposal or pricing information—leads to an attempt to close too early in the relationship. Attempting to close too soon comes with a price:

  • Proposals that never close.
  • Proposals that close for fewer dollar than available.
  • Proposals that close and do not meet the client’s expectations and result in a one-time sale.

While cranking out proposals makes sellers and managers feel great, this numbers game rarely adds up  to the outcome desired by the sales organization. There is a better way that requires sellers to slow down a bit and get the prospect to “earn” a proposal.


5 Things World-Class Sellers do to get a Prospect to Earn a Proposal—They require a prospect who can: 

  1.      Clarify their needs.
  2.      Clarify their expectations.
  3.      Clarify their buying process.
  4.      Clarify the availability of cash.
  5.      Clarify their decision-making timeline.

If you are a B2B sales consultant and trainer looking to teach a sales process that involves these elements, check out the Center for Sales Strategy’s Partner Program. Expand your sales training resources while earning commission!

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Topics: Partner Marketing