Photo by Geralt via Pixabay
Attract the Right Job Or Clientele:
Do You Have Favorable Results Upon Delivering Proposals?
Each time we present a proposal, it becomes an equal opportunity for hearing either a ‘Yes.’ or a ‘No.’ Working with many different companies and various teams of salespeople, the better presentation model quickly became evident for receiving favorable results upon delivering proposals.
My Story
We explore three categories behind the three possible results:
1. ‘No Way!’
The worst possible approach for delivering proposals occurs among a small percentage. Observations indicate that this segment of salespeople wants to avoid taking the necessary time to research the business, its competitors, and the industry overall. The excuse is it’s too time-consuming. But we all know that inadequate reasons never justify the results.
The documentation they provide to the decision maker(s) must show more knowledge. Accordingly, those attempting to sell will experience less than favorable results upon delivering proposals. Worse, it is quickly evident that the representative will not be an appropriate resource should the company decide to move forward with the offer. The appointment soon ends without a transaction.
Not only is the potential new business lost, but the sales reps who hear ‘no way!’ typically soon need to seek work elsewhere.
2. ‘We need time to think about it.’
Most often, the response of ‘we need time to think about it’ is indirect due to feeling guilty for not agreeing to the terms to move forward. Many salespeople are timid and will say ‘okay’ to walk away with their heads down. Worse, they never check back, assuming the sale is not to be. The following steps are up to the representatives to see if they may save the offer or need to seek prospects elsewhere.
Note: Assumptions never work out well, whereas questions will likely reveal the facts.
The direct approach can save the day, eliminating the wavering verbiage. The only way forward is to inquire if one can help sort out the question mark(s) by clarifying anything that needs such help. It’s best to ask if the prospect’s budget is at issue or if something in the proposal needs clarification. Most often, the prospective client will appreciate the sincerity of the question and the nature of wanting to help. They will be more likely to assist the representative in revealing the questions on their mind and how they may resolve them together.
Should the representative be willing to make the inquiries, most often, the answers come their way. Upon securing the specifics for what you need to know and revising the proposal, the next question is, ‘when will a good time be for a return appointment to discuss further?’ Usually, a return date gets on the agenda with a new proposal addressing the current issues.
3. ‘Yes! When can we get started?’
Be aware that the answer to ‘Yes!’ generally takes much thought, attention to the details, all questions answered, and a proposal that addresses all possible concerns upfront. The effort is highly noticeable from the start and encourages the prospect to listen as the representative presents the information.
But what stands out most is the one who presents the proposal not as a ‘take it or leave it’ solution but as a work in progress. The first words are, ‘please know nothing is final until I receive your go-ahead on every section in the proposal.’ Please consider the document a work in progress, encouraging revisions where necessary so that we may move forward together on solid footing.
A defining moment when presenting is to include everyone in the room. Ensure you answer everyone’s questions and offer to gather more insight if you are unsure about a particular matter. People admire the extra steps representatives take to make the transition relatively easy.
Upon hearing the sentiment expressed concerning a work in progress, most prospects will relax, review calmly, and work cohesively with the representative to arrive at the best solution. Following the suggestions in this section will make it far more likely to have favorable results upon delivering proposals.
Your Story: Do You Have Favorable Results Upon Delivering Proposals?
Should you feel like you are struggling with making sales, it may be best to review your communications and what they may unintentionally reveal. Reflect on previous attempts to close business that did not end well.
Did you:
· Gain all the requirements ahead of the proposal to address in the meeting?
· Fully understand the vision your prospect held for moving forward?
· Ask for clarification on topics you did not fully understand before drafting the proposal?
· Explain how the product or service will enhance the prospect’s efforts?
· Deliver upon the prospect’s requests and convey the value in the agreement?
The essential step is to realize where you may need to improve future efforts.
In Conclusion: Do You Have Favorable Results Upon Delivering Proposals?
If you are one of the top producers, then smile, knowing you are on the right track to continue and potentially advance your career if that is on your agenda. Like outlining a proposal for a prospect, keep a record of all your high points. When the time is right, you may present reasons why a promotion on your behalf will benefit the company and team, given all that you learned first-hand from your clientele.
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Authentic Relationships Are Essential
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz created the motto,
“Believe, Become, Empower“
” Nice Girls DO Get the Sale is an International Best-Selling and Evergreen Book – among the classics;
HIRED! Helped many to secure the job they desired.
Related Blog Stories:
Sales Tips: Do You Have Favorable Results Upon Delivering Proposals?
- The learning curve is challenging to ultimately reach favorable results upon delivering proposals.
- Should you enjoy your career, it’s best to learn from everyone around you.
- Realize what the poor performers need to include in their repertoire.
- Observe what the top producers say and do to acquire their many sales.
- Listen carefully to what your prospective clientele conveys.
- Address as many issues as possible stated by each prospect to advance the conversations.
- Inquire about current issues prospects face and how they see each fix.
- Ask each prospect what they especially want to see in the offer that will put you in the new vendor category.
- Thank your prospects for their time at the end of each appointment, and before you leave the premises, set a new date and time for the next meeting.
- Celebrate Success!
Today’s insights are provided to help you achieve the Smooth Sale!
RESOURCES FOR PERSONAL AND BUSINESS GROWTH:
Advisorpedia Publishes information to help advisors build their practice, and those interested in the markets choose investments and find inspiration.
BizCatalyst360 Presents a life, culture, and biz new media digest serving as a hub of creative expression and personal growth.
CatCat Build your future one skill at a time.
ContactOut is a web-based platform that enables users to search for contact information and uncover contact details, including email addresses, phone numbers, and other personal data.
For Book Lovers Only For Book Lovers Only introduces you, the book lover, to new and exciting authors and works of fiction and non-fiction.
GetCiara Make remote your unfair advantage.
Greg Jenkins Consulting LLC – Helping organizations realize the value of diversity to build inclusive, evolving, high-performing cultures.
Growth Hackers – Helping businesses from all over the world grow with lead generation, growth marketing, conversion rate optimization, data analytics, user acquisition, retention, and sales.
Inclusion Allies Coalition “Everyone is welcome here.” Learn more to train teams, and join the advocacy program.
Internet Advisor Find the internet service right for you among 2083 internet providers across 36,380 cities, plus Cellphonedeal compiles great deals on phones, plans, and prepaids to furnish you with the best options in your area.
Kred Connect with top-rated influencers to learn from and grow your networks.
LinktoEXPERT “It is not who you know – it is who knows you and what your expertise can do for them plus understands the value of hiring you.”
Lotus Solution LLC Helps organizations create diversity and inclusion to ensure a fair and just work through customized consulting, training, and keynote speeches.
SalesPop! Purveyors of Prosperity; how to compete against yourself to excel in your career.
Simma Lieberman “The Inclusionist” helps develop inclusive leaders from the inside out to champion diversity and build equitable, inclusive cultures at every level.
Vunela Provides a unique opportunity to view Videos and read articles by World Leaders.
WebTalk is the one-stop platform To build your marketplace and grow social connections.
Women’s Information Network (WIN) An education-and-event-based Global Community of Women Helping Women Worldwide Live Their Best Lives through Celebration, Self-Improvement, and Service.
