Does your prospective client deserve your proposal?
“Sales is a numbers game.” We cringe when we hear this. The traditional sales method suggests you should meet with and “pitch” as many prospects as you can, knowing that eventually, a percentage will convert into clients.
While this method works, we find this approach results in the less-than ideal situation for the sales professional most times. How many times have you been in a home for an extended period of time and felt as if the interaction went well enough for you to earn the business just to find out that, after going through the in-depth estimating/proposal process that your price was too high, you were dealing with the wrong decision maker, or timing was off?
If you find yourself in this situation, consider taking the following steps before putting together your solution or proposal. First, you have to make sure they have a compelling reason to do business with you. They have to have a problem that you can solve, but also must have enough of an emotional reason, in their words (not yours) to solve that problem (i.e. frustration, anger, worry, doubt) to take action. Second, they must have a budget that they are wiling and able to part ways with. Finally, you must understand how they go about making decisions. Where does this fall on their priority list? Who beside themselves is involved in that decision? What criteria will they be looking at to evaluate their decision to move forward?
If you are not able to confidently check off these boxes, it may not make sense to continue with the sales process. As you look back at 2018, how much time was spent proposing to prospects that resulted in an excuse or a “let me think it over?” As you look into 2019, how do you plan on avoiding having to play “the numbers game?”
Should you want any additional tips to help, contact Doug Lotierzo with the Neuberger & Company team. firstname.lastname@example.org 443.469.1646
Neuberger & Company, Inc. is an authorized Sandler Training® licensee