Your batting percentage? What percent of the business that you are attempting to sell do you intend to shut down? Do not believe in the old saying, “We don’t have problems. There are opportunities.” If your sales ratio is lower than 60%, the chances are you’re facing an issue. This is a new approach to make your competition dislike you.
Rethink and rethink the way you Sell Value
People purchase the distinctions. For a second, imagine you’re a potential client. You’re seated for an evening of presentations to the upcoming position. Each production begins with the exact words, “Thank you for the opportunity.” Each proposal follows the same format and is filled with Excel spreadsheets as well as PowerPoint presentations. In the final stage, an Account Rep stands up to present the hard-sell conclusion.
In some cases, it’s the customer experience. It’s time to revamp your proposal process and bring it in sync with the way your clients purchase. It’s true, take a step back from what you wish to sell and the way you’d like to market it. It’s time to stand out.
Imagine The Customer, or Think Like The Client or
If you’re discussing how unique your product or service is within the first five minutes – you’re not thinking like a client.
If you’re only doing the RFP and not thinking about it – you’re not thinking like a client.
If you’re only promoting your primary benefits, you’re not thinking like the customer.
Be Simple To Purchase
It’s all about them. They have goals to meet and results to produce. Look good.
They have more knowledge than you do. Let them be the expert in their field.
They are purchasing confidence, chemistry, and strategy, and relationships – in the end, they will have to defend their decision as to the “best choice.
The Business Proposal You Write about them and not about You.
Get rid of your typical template for a proposal. Change it to match the buying process of the client. Here’s a suggestion for a plan.
The scope of the Project What they require to define in their terms. This is the way that the client explained the project.
Strategic Approach – the method of thinking that you’ve employed to create specific solutions that you’re suggesting. Let them know that you have a thorough understanding of the issue and approach it in a strategic manner, not only tactically.
The Solutions Your suggested solutions in relation to the scope of the project as well as the strategy. Your thinking is demonstrating while offering products or services. Keep in mind that the customer trusts your ability to collaborate with them to create solutions.
What Happens – How well your solutions achieve their objectives and expected returns. Set a goal for the benefits that they get by working with you. Don’t be vague. They buy results.
The Project Management Show how you’ll manage and organize the project, as well as their budget. Be prepared to discuss the details they would like to be aware of.
Working Budget – these are initial numbers based on the size of the project up to now. Be aware that they may be subject to change.
The benefits of a working Relationship – The objective is to establish confidence and trust, so concentrate upon the relationships. They aren’t interested in the list of clients you have. If they weren’t convinced that you were able to do the job, you wouldn’t even be in the position.
STOP – Don’t Say Anymore!
Stop talking and sit down. It’s a proposition, not the same as a contract. If you’ve done the job correctly in creating the proposal, you’ll be ready to answer questions, listen, and give responses. It’s not necessary to sell your proposition in a closing.
Checklist
Prepare yourself to complete these actions:
Be concise, organized, and professional
Keep your eye on the client, not your company.
Make it appear like a professional
Cut it down to the minimum the client requires to be able to make a decision.
Adopt the attitude of service
Be sure to highlight the uniqueness and uniqueness you bring to the table.
Make your proposition and your company readily available for purchase
Make the best choice
Think like the customer and apply every word directly to their needs and purchasing decisions. Be engaging, attractive, confident, and comforting. Make sure you sell the benefits that you have had working alongside yours. Your objective isn’t necessarily to make the most successful idea. It’s about making the “best choice.”
