• Avoid nasty, uncomfortable surprises when the price is discussed or when you ask for the business. Before you start discussing the proposal, ask if anything has changed since your last meeting
• Insert a “Current Situation” or “Executive Summary” to the beginning of your proposal. A short summary of the first meeting to demonstrate your understanding of the business and what they would like to achieve.
• Where possible, present you’re pricing in person rather than sending via email. It may seem like a waste of time but it gives you the ability to read an immediate reaction to your proposal and your price. It also saves you the time and hassle of having to phone them later and ask if they would like to proceed.
• Take a copy for each person in the meeting, however, have ONE copy that is not stapled or bound.
• Present one page at a time to the person or the group, taking the time to reinforce the key points in each section. This allows you to talk about the value you can offer and the benefits of dealing with your business, before it gets to price.
• Close the sale. Don’t let the opportunity go by because you feel pushy or are worried they might say no. If you don’t ask, you don’t get. Besides, they might have been meaning to call you but have been caught up.
• If you are uncomfortable asking for the sale, use an Assumptive Closing technique. For example: “to get started all we need to do is” or “if you could send over the files, I can go through them” or “I’m free on Wednesday, if that works for you”.
• Read a book on Body language. Having the ability to read a person’s reaction through their body language is very useful when presenting pricing and negotiating. You can immediately see a positive or a negative reaction to the price.
Quick Tips to Presenting Proposals - To learn more about this author, visit Karen Andrews's Website.
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George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
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George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Karen Andrews
(Visit Karen's Website)
As Director of Shine Sales Solutions,
Karen provides sales solutions for small
and medium sized businesses that make a
real difference to their bottom line. She
does this by offering advice, guidance and
tools that assist business owners to
understand the sales process and develop
the sales skills required to grow their
business.
Whether it be managing sales staff to
ensure consistent sales results or working
1 on 1 to develop your sales skills, she
believes in giving people the tools that
they need to build their business. This
includes the important face to face skills
that business owners need to talk about
their business.
Karen has over 10 years experience in
managing new business development
campaigns for major companies in
industries such as Office Equipment,
Telecommunications and Information
Technology. During her career, Karen
recognised an opportunity to assist those
who don’t have any background in sales and
don’t necessarily like doing it, but have
no choice but to develop the skills to
ensure their business succeeds.
If you would like to improve the sales
performance of your business, contact
Shine Sales Solutions on +612 94376500 or
sale
s@shinesales.com.au
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