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The Center for Sales Strategy Blog

Scary Good Advice to Avoid Being Ghosted by Prospects

Scary Good Advice to Avoid Being Ghosted by Prospects

By now, you’ve realized that regurgitated sales techniques and tactics aren’t working – including the approach you take with your sales proposal.

You need something more. What you need is a well-crafted document that hits the right tone and authentically convinces your great lead to close the deal. But sometimes, even with a data-focused, detail-driven proposal, that great lead disappears in the abyss, and before you know it, you realized you’ve been ghosted.

Fear not, we’ve brewed up three tactics that will help your sales proposals convert more prospects at a high rate!

Topics: Proposal sales process sales accelerator

What You Can Learn From Losing The Sale

what you can learn from losing the saleOver the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.”

Anyone who has ever been in a sales position has received a “no” in their career – most likely more than they would like – it comes with the job. But, it is what you do with the “no” that separates the best from the rest. Diagnosing where you may have gone wrong in the sales process can help to minimize making the same mistake in the future.

Topics: Proposal sales process

3 Reasons You Can’t Close The Biz

reasons seller can't close businessOnce you present a solution to a prospective buyer or client, two things happen. It becomes either Close Won or Close Lost. Close Won is obviously the ideal or desired scenario, but what happens when your pending deal is Close Lost? Is ALL lost? Maybe not. 

Ask yourself these three questions to determine if you can change a Close Lost scenario into a Close Won: 

Topics: Proposal sales strategy sales process

What to do After You Hear "No" to a Proposal

after you hear no to a proposalTo sales managers and salespeople, "No" might be the worst word in the dictionary. Not only is it a buzzkill to hear the word, but it represents a terrible return on investment from the seller’s perspective.

Think about all the hours invested into these steps of the sales process:
  • Identify
  • Select
  • Discover
  • Advise
  • Close

… just to hear "NO!"

What Happens When a Client or Prospect says NO? What’s Next?

After a quick trip to the bar for a double bourbon, I recommend a more strategic approach to figure out what happened and what to do about it.
Topics: Proposal sales process

The 5 P's of Selling (Don't Skip #3!)

5 p's of sellingProper preparation prevents poor performance! 

Take these five P's for a test drive, and your sale performance will improve. 

Topics: Proposal sales performance sales process prospecting

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 performance sales process

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 performance sales process sales accelerator

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: Proposal prospecting sales accelerator

5 Tips to Help You Close Sales Faster Than Ever Before

close sale faster
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 salespeople sales process