The Center for Sales Strategy, on February 11, 2020
Amanda Meade, on October 29, 2019
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!
Over 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.
Once 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:
… just to hear "NO!"
Take these five P's for a test drive, and your sale performance will improve.
Proposals 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.
"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.
Matt Sunshine, on September 20, 2018
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.
John Henley, on September 18, 2018
Most 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.