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How to Stop Delivering DOA Proposals

DOA-ProposalHere’s a bucket of cold water for B2B salespeople: Most proposals you develop are doomed before you deliver them… DOA.

Ouch!

The important word in this disturbing statement is before.  The reality is most proposals are doomed as a result of what sellers forget to do prior to the presentation.

Are You Looking to Improve Your Closing Rate?

If your closing rate is in the dumper, here are some questions you should ask and issues you should resolve prior to presenting your next proposal: 

1. Does your proposal clearly demonstrate that you understand what the client’s needs are and that you’ve built your recommendations around those needs?

2. Does your proposal rest on a custom-tailored idea/plan? If it is built upon a pre-packaged offering, have you customized where necessary?

3. Does your proposal give all the information the buyer needs in order to make a high-quality decision? All the information he/she needs in order to say yes?

4. Does your proposal give enough comfort to the buyer for him/her to feel that they will be taken care of even better after saying yes than they were before they said yes?

5. Does your proposal address and resolve every concern that seemed important to the prospect in your previous discussions, or are some left out or glossed over?

6. Would your proposal be entirely understandable and actionable if it were read by someone who was not in attendance at the meeting where you made your oral presentation?

7. Most importantly: Does your proposal call upon the prospect to make a decision about the plan you are recommending, or does it call upon him/her to make a decision about your product? 

Change is Up to You!

If you answer NO to the majority of these questions the chances your next proposal will be DOA are high. If this is the case the ball is in your court to resolve issues related to the NO questions. 

Take this for list for a test drive the next time you are conducting a B2B sales training workshop dealing with improving the closing percentage of proposals. Your clients will be happy and close more deals!

Gain insight on your customers' decision-making process.

Resources for Consultants Designed to Reduce Stress

The best way to reduce stress as a B2B sales consultant is to add top and bottom line revenue to your balance sheet. Download 8 Ways to Grow Your B2B Sales Consulting Business and learn about sales consultant resources designed to improve your sales performance.

 

 

 

 

 

 

Topics: Partner Marketing