Great proposals spur the client’s interest to buy.

They also help sell value over price and act as a great sales tool for the seller when the prospect needs to discuss your solution with someone else.

Often sellers experience writer’s block or minimize the importance of the proposal.

With the experts’ 5 Key Proposal Elements, putting a great proposal together is easier than you think.

Watch all future proposals go from just a document to a great sales tool!

Download PDF: Proposal Writing Made Easy

It’s a seller’s delight when the phone rings and a buyer says they are considering a change and they want a proposal right away.

At first, sellers jump for joy,until they’re reminded that this kind of cal ldoesn’t usually pan out.

Beware, when a prospective buyer calls and says they want to make a change it can be a disguise that the customer is price shopping and has likely called at least two other competitors for the same bid.

Sales Huddle Energizer

Introduce your sellers to the 3 questions that must be asked when a prospect calls and says they are considering a change of supplier.

• What’s currently happening or not happening that has brought you to decide a change is necessary?
• What is the key criteria the new partnership needs to fulfill?
• What is the timeline and milestones expected to implement the change?

Discuss these questions and field others that your sales team feels are necessary before setting up a meeting or writing a proposal.

Download PDF: Beware of Those That Want To Change

Failure isn’t necessarily a setback. It’s often the first step to success. Would you rather fail once and then succeed or have a string of success without any failure? On this video seven famous people are showcased with mention of what failing message or personal failures they had before becoming successful. Which lends the conversation to do you embrace or succumb to to failure.

Movie Link (1:16): https://www.youtube.com/watch?v=_tjYoKCBYag

Motivational Discussion Questions (select one)

• Do you embrace or succumb to to failure? Give several examples.
• What failure did you experience and what was the success outcome because of that failure? What if anything would you do differently?

Download PDF: If You’ve Never Failed, You’ve Never Lived

Each customer contact should lead you towards advancing the sale and partnering with your customer.

In many selling situations sellers are not closing on the first customer contact.

It takes several meetings, adding information and people and a variety of other things.

Closing the conversation at each meeting can determine how quickly the sale advances or if it’s going to fall in the stalled customer file.

Sales Huddle Energizer

Set the challenge that before walking out of the client or prospect’s door or before hanging up the telephone the seller must:

• Recap the conversation
• Confirm the need
• Clearly establish a specific next step
• Set the next appointment.

When the buyer and seller know what each other’s next step is and a firm time and date are set there’s no more ‘Just call me in 2 weeks” comments, sales advance more quickly and close ratios are reduced.

You are officially challenged to complete these four steps at the conclusion of each conversation today!

Download PDF: Know What’s Next Before You Leave