There’s a really simple tool you should use BEFORE submitting a proposal.
I call it “Concerns and Solutions” and it works something like this;
Take the concerns that were expressed to you during your needs analysis and then do these 5 things.
- Jot them down on a sheet of paper.
- Label each as a concern and then;
- Use your prospect’s EXACT words and phrases (in quotation marks).Why?Because using their exact words and phrases not only lets them know you were listening;
It brings them back to that emotional state (You know, when they were complaining to you how much things suck right now)
And its kind of difficult to push back and object to something that we actually said, word for word, right?
- Offer a nutshell solution with a goal of making them hungry to hear more. Think potato chip vs feeding someone.
- After each solution, take your prospect’s temperature.
This conversation lets you know BEFORE spending time on the proposal if you’re on the same page.
It also allows you the luxury of getting more face time with a prospect.
Truth be told, you could also just include this as a discussion page in your proposal. Note: Many of my coaching clients discuss this first and then (in the same meeting) move on to the proposal.
You can facilitate this discussion face to face, via WebEx or screen share, etc.
So there you have it;
A really simple closing tool to use;
BEFORE you submit your proposal.
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Session I (Prerecorded View Whenever You’d Like)
*The one question you MUST ask the minute you set the appointment.
*The Pre Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.
*A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).
*12 tactics that safeguard your deal from obstacles, stalls and objections.
*5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.
*How to disqualify competitors WITHOUT badmouthing them.
Session II (Prerecorded View Whenever You’d Like)
*The one question you MUST ask BEFORE presenting your solutions.
*3 things to include in your proposals that your competitors WON’T!
*How to keep the discussion from going prematurely to price.
*12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.
*How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!
*How to ask for the business WITHOUT getting all “salesy”.
*How to negotiate like a pro!
*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!
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PDF With 100 Sales Questions
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