Deliberately Sell Your Proposal
Two instances regarding a final decision were discussed today; one for career and one for obtaining a corporate client.
Cindy was interviewing for a position for which she is over-qualified. However she has remarkable achievements to her name whereas the myriad of other job applicants do not. By the time Cindy returned for a second interview to also meet with the Director of the team, the Manager admitted he was confused as to who to hire as he made erroneous choices in the past. Cindy suggested it’s good she is over-qualified in that she can bring about the missing work ethic and know-how to the team.
Upon returning to her office, Cindy wrote a thank you note and provided a simple bulleted list of how she will approach the job once hired in terms of the straying clientele. It’s safe to say Cindy is probably the only one who did this and she directly answered the concern. There should be little doubt Cindy will be the right choice and will hear HIRED!
Have you ever been frustrated by a no-show appointment? You can easily turn it into a positive. Instead of becoming upset, take the opportunity to call the executive to set a new appointment. This is the perfect time to get additional questions answered before presenting your proposal. A very good technique for when you do meet is to announce your initial proposal is a working document. This allows for an open dialogue which naturally includes negotiation.
By the time you do sit down with the executive, it will be peer to peer discussing all of the possibilities. When you are open to adding or subtracting and including additional ideas, you have far better odds for obtaining the business. I never use the term “closing the sale” because I prefer to think of it as opening the door for repeat business, referrals and testimonials. The is the key to a Smooth Sale!
Read Addtional Strategies and Techniques:
INSPIRED Business A New Vision for Building Business and Communities, Motivational Press
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
