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The Center for Sales Strategy Blog

Don’t Be Scared! Our Experts Share Their Top Tips to Perfecting the Sales Proposal

tips to perfect the sales proposal - no surprise proposalWe know what it takes. It takes a lot of work to get to the BIG day. It's time for the sales proposal. 

Prospecting was spot on. The needs analysis meetings uncovered a clear desired business result for the prospect. And now it's time to shine... proposal time! 

Don't be scared. Ensure your hard work (or your team's hard work) doesn't go wasted by following these tips gathered from our  sales experts when creating and presenting your proposal! 

Topics: Proposal sales process sales performance

How to Build a Proposal that Will Close

best sales proposal templateProposals come in all shapes and sizes. Some are highly-technical and data-focused, while others are more detail-driven. Some are filled with fluff, while others are pretty worthless. The best proposals are a combination of data, solutions, and detail.

Topics: Proposal sales accelerator sales performance sales process

A Guide to Turning NO into YES!

prospecting no into yes"No. No, no, no. No!" Have you ever had someone tell you "No" before? Whether you're a sales manager coaching your sales team to success, or a salesperson eager to reach your goals, you've more than likely been told "No." BUT... that doesn't mean it's over. It just became a challenge. Are you ready to take on that challenge?

The next time you present a proposal and hear “No,” try some of these tactics designed to change the outcome. 

Topics: sales accelerator prospecting Proposal

5 Tips to Help You Close Sales Faster Than Ever Before

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Everyone knows that sales is a numbers game, right? Of course! The more you have out there, the better off you are, so I’ll agree that sales is a numbers game. But, today I am going to argue that you may be looking at the wrong numbers.  

I’ll start by asking you, how many times have you heard or said, "Don't worry! I've got a lot out there pending!” C’mon—be honest! If you are like most people, you’re thinking that’s not so uncommon. 

I have to ask you, does anyone actually get paid on pending? Not anyone that I know. That’s the catch. And that is also what tells me that you may be looking at the wrong numbers.  

Topics: discussing price Proposal sales strategy Sales

Increase Your Closing Ratio by Adding This to Your Proposal

increase closing ratio by adding this to your proposalMost proposals follow a pattern of reviewing a customer need or desired business result and then presenting the solution that will deliver the desired result. I agree with that approach, but you will increase your closing ratio if you add a section in between those two. That section? Measures of Success. 

Topics: Proposal sales process salespeople

Set the Stage for Success: Prepare Yourself AND Your Prospect

prepare your prospect before a meetingIMAGINE THIS: After countless attempts to connect with a prospect, your persistence has paid off. You did it! You've got the meeting on the calendar, you are feeling great! Now, you have one chance to make a great first impression, and it needs to count. Luckily, you have a few days to prepare so you can ensure the meeting runs smoothly and the prospect views you as a trusted and valued partner.

While it’s important to prepare yourself for the meeting, you also want to prepare the prospect. This is one thing that salespeople often overlook prior to a meeting. Most prospects are going to expect you to come in and tell them why they need to buy your product or service. It’s up to you to go out of your way to be sure they know you are different and you are not going to do that. Don't just prepare yourself... also prepare your prospect.

Topics: successful sales meetings Proposal prospecting sales strategy Needs Analysis

Object This! Ways to Overcome 5 Common Sales Objections

overcoming sales objectionsEven when you are intentional about removing surprises and skilled at talking about price, you may still encounter objections during the sales process. Listening for objections along the way and handling each one as it comes up helps you avoid trying to address all the objections while you are presenting your proposal.

Topics: Proposal sales process salespeople sales training prospecting Needs Analysis

The Best Sales Pitch Isn’t a Pitch at All

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This post was originally published on Hubspot.

Despite its increasing irrelevance, the tired, old sales pitch still enjoys a large following. Unfortunately, that washed-up elevator pitch generally focuses solely on the seller -- the company, its capabilities, and its accomplishments -- and rarely highlights the prospect’s needs.

Topics: Sales salespeople Proposal

How to Craft a Proposal that Won’t Get Rejected

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"The end depends on the beginning (and everything in between)."

Yes, we have heard this a thousand times, but no truer words have been said when it comes to developing proposals. I had an epiphany pretty early in my sales career. I had been on a sales call to a restaurant, and they asked for a proposal. I rushed back to my desk so excited with the opportunity to get to present, only to stare at my computer for what seemed like an eternity. Crafting that proposal took a lot longer than it should have.

Later, when looking back, I realized it was because I didn’t have enough information. I had missed the mark on a number of things. Here's a little advice on how not to make the same mistake.

Topics: Sales Proposal

Close More Deals and Build Long-term Customers Using a No-surprise Proposal

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Surprises are fun when they are part of a birthday; not so much when they are involved in selling. Salespeople should do their due diligence to minimize surprises during the sales process, especially when presenting and closing proposals.

Salespeople can improve their closing ratio and improve customer results using a no-surprise proposal (NSP) technique by clarifying these five things before they build and present a proposal:

Topics: Proposal Sales