Closing the sale is much easier when you present your sales prospect a professional sales proposal instead of a quote.
First, if you are doing quotes, stop it! Don't just use the MYOB automated run-of-the-mill quotation forms or programs. Instead, create value-packed sales proposals.
As an example, let's say you are working with a prospect and you're dealing with a committee of three decision makers. Also imagine they are seated around a conference table for for a meeting to determine who gets the business. You're not there either by phone or in person to represent yourself. What's left is your sales proposal. In order to stand outfrom the others it has be spectacular. Let's assume there are three suppliers involved. Two of the suppliers have submitted boring boiler-plate quotations that scream out, "Hey, here's my price."These are the people who are perceived as "vendors." The person who likely gets the business is the one who is perceived as adding value, at THEIR price. This is accomplished with a dynamic proposal. Here are three ways to add pizzazz and value to your sales proposals:
1.The cover page is your headline. If there are three decision makers, be sure you have each person's namein large type on the front cover. Add a line that says "Especially prepared for____." Put the date of the decision making meeting on the front cover too, not the date you send it. This also forces you to find out when the decision is going to be made. (You are askingthat, aren't you?"
2. Include an organisation chart. Create a chart that includes the names of two to three people in your organisation who are most likely to have some interaction with your potential customer. Traditional organisation charts usually include names and titles. Go beyond that and include telephone numbers, fax numbers, e-mail addresses, direct dial extensions and a digital photograph the size of a postage stamp situated in the box.Including this contact information draws attention to the accessibility of all key people--exactly what you want. Having pictures adds faces to the names. You can score some major points by introducing your support team.
3. Include a Benefits Page. At the top of this page, in very large type, put "(Their Company) Benefit Page". List seven facts or features about your company and or products. But of course facts are simply facts. Under each fact express a benefit. This benefit statement should be indented, bold faced, slightly larger type, and printed in red so it jumps off the page at anyone who is looking at it.Begin each benefit statement with these words: "Which means ……."This page should be positioned as the page before your first page of pricing. What this means is your potential customer gets to see your benefits before he sees your pricing. That's a smart move and makes closing the sale easier for you.
Article Source: By Jim Meisenheimer
Greg Longstaff
Business Development Consultant
Franchise Network Specialist
greg@salesmarket.co.nz
+64 9.307.7860
Business Development Consultant
Franchise Network Specialist
greg@salesmarket.co.nz
+64 9.307.7860
