Tweet

Closing Sales - Get the Freaking Proposal Right

Written by: Dave Kurlan

Article Overview: Make sure your salespeople get the freaking proposal right!!! Learn how...

Closing Sales - Get the Freaking Proposal Right

Salespeople need to close sales at the first legitimate closing opportunity - the point at which (in the Baseline Selling model) all the bases have been touched. Bob, who I wrote about yesterday, tends to let people put him off if he thinks they have a valid reason. George tends to blow people up when he thinks they're putting him off. Somewhere, in between, exists a happy medium.

Our team of senior consultants was discussing this today and we determined that sometimes, the reason that prospects can't make decisions is that the very solution that was proposed isn't exactly right. It's either not what they wanted, expected, could afford or would pay for. Sometimes it simply includes a piece or component that they didn't think they needed, causing them to question the value of the entire proposal. Other times, salespeople provide options, providing prospects with a reason to think things over.

Make sure your salespeople get the freaking proposal right!!!

Related Articles
  The Proposal Document
  The Close
  Closing the Sale
  Setting the Presentation/Proposal Meeting Date
  Closing with Ease

Article Tags: baseline, decisions, happy medium, proposal, prospects, salespeople, senior consultants, valid reason



Related Forum Posts
Don't give up 40%! - Congrats on this milestone Evan... I agree with outsourcing any function that makes the business owner a Front-line worker as this is not best use of your time. I also agree with Louis that 40% is too much to give up. 40% may work if you have surpassed your income goals from the website and after you pay the 40% you are still within your monthly income goals. Would an RFP/RFI (Request For Proposal/Information) to companies like this Website Sales Team be a call you need to make?
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
enRoute ads - 10 days with my new salesmen - Hi Guys, As some of you may know I hired a sales person for my business. I picked him amongst 50+ interviews, so I did do my due diligence. For any of you who have had experience with outbound sales reps in your company could you please shed some light on these statistics and let me know what you think: Days Employed: 11 Calls Made: 200 Average length of call: 3 minutes Sales: 0 Closing Rate: 0 Previous closing rate at Astral Media: 5% He is selling billboards instead of radio, for an unestablished company vs. an established one There seems to be large gaps in calling made in his daily log, on average he is making 20 calls a day. I am going to try to increase this by providing him with calling lists versus him creating his own. (I will keep you posted on this). I am just wondering, in your experience, what kind of regiment do you have your cold callers work on, 6 hours? 4 hours? 7 hours? And did you notice a curve occur with closing rates as time progressed and experience increased? If so when did you notice this begin to occur, I have him on a 1,500.00 NON-RECOVERABLE sales draw salary which ends in 6 weeks (approx).
We need a call center or individual to perform B2B / B2C ope - We need a call center or individual to perform B2B / B2C operations. Telemarketing and Closing for the following services, VOIP and international calls, We related project, CRM and tele communication hardware and softwares. Only experience centers need apply! Contact –admin@eshreya.com


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

LEARNING TO HAVE FUN – EVERYDAY!

Paint A Word Picture - Excite Your Customer

Stay Employed In A Down Economy

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.