As 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:
- Clarify their needs.
- Clarify their expectations.
- Clarify their buying process.
- Clarify the availability of cash.
- 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!
