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The Center for Sales Strategy Blog

3 Ways to Close More New Business: The No-Surprise Proposal Strategy


3 Ways to Close More New Business

We're tackling a crucial aspect of sales that's as important as your morning coffee: sealing more deals.

To close more opportunities, it's critical that we limit or completely remove as many objections during the presentation as possible. One way to do that is to remove the surprises. Surprises are great for a birthday party, but they can be devastating during a business meeting.

Increase Your Closing Rate With The No Surprise Proposal

That is why you need to master the art of the No-Surprise Proposal. 

Let's dive into the essentials and give you the strategies you need to implement these practices with the kind of efficiency that will help increase your closing ratio!

Eliminate Surprise Objections in Your Proposals

1. It's NOT about You (I Know, Shocking, Right?)

First things first. While you're awesome, this part of the process isn't about showcasing your awesomeness. It's like going on a first date and talking only about yourself.

Not cool, right?

Your prospects don't care about the awards your company won, or the impressive list of features your product has. What they do care about is how you will make their lives easier, their profits bigger, and their headaches fewer.

So, when drafting your proposal, make it as if you're writing a love letter to their business needs. Highlight how your service or product will solve their specific problems. Remember, it's all about them, not you.

2. Know Your Assignment

Imagine showing up to a math test only to realize it's actually history. That's exactly how your prospect feels when you present a solution that doesn't align with their needs. During your needs analysis meetings (yes, those meetings that feel more like first dates), your goal is to uncover their main challenges, problems, or goals. That's your assignment.

Your proposal should then be a masterpiece crafted to address this assignment. Forget about throwing in everything but the kitchen sink. Focus on what they told you, which is their pain point. If you nail this, you're not just pitching; you're solving real problems. Solving problems is what closes deals, not fancy product features.

3. What's the ROI?

Let's talk money without making it awkward. The sticker price can often cause a prospect to balk like a cat faced with a bathtub. However, if you've positioned your offering as an investment rather than an expense, you're already ahead of the game.

During your needs analysis, dive deep into what solving their problem or achieving their goal is worth to them. Then, in your proposal, frame your pricing around the return on investment (ROI) they can expect. It's like telling them, "Invest X to get Y." Suddenly, the price becomes a pathway to their success, not a barrier.

Wrap-Up: No More Surprises

In the world of sales, surprises are about as welcome as a rainstorm at a barbecue. By focusing on your client's needs, understanding their primary challenges, and framing your solution in terms of ROI, you're removing the unpleasant surprises that can derail your presentation.

Implement these three strategies, and watch as your closing rates start climbing faster than a squirrel on an espresso binge. It's all about making your proposal so tailored to their needs that the only surprise is how easy it is for them to say yes.

Go ahead, put these tips into action, and turn those proposals into handshakes. 

eliminate objections in your proposals*Editor's Note: This blog has been updated since its original post.

Topics: Proposal increasing new business