SOME KEY POINTS TO REMEMBER
1. You are preparing proposals for your prospect, NOT BIDS. We bid commodities and I would hope you are aware the service you provide is NOT A COMMODITY.
2. BE ON TIME
3. Remember to set the time for the proposal presentation at the time you do the walk through.
4. If possible in a one on one presentation, sit next to the prospect so you can control the turning of the pages as you make the presentation.
5. Never speak ill of a competitor.
6. Choose your words carefully as you present. A small mistake can result in a big lost sale. For instance, your wife or girlfriend likes to hear a phrase like, "When I look at you my dear, the hands of time stand still". Beautiful words aren't they? But try saying, "You have the face that would stop a clock". Or look how one day on the calendar can make a difference if you say to your spouse, "Looking at you darling is like the first day of spring", versus, "Looking at you is like the last day of a long hard winter". See how one day can make a big difference. Anyway, you get the point.
7. Dress appropriately for the event. Learn in advance the proper dress code of the company you are wanting to work for and then be sure that you and everyone on your presentation team is in step.
8. ASK FOR THE ORDER. As a matter of fact, you should be attempting to close the sale throughout the entire process with the information you present and in the way you answer their questions. Some statements or questions provided by prospects just naturally lend themselves to closing such as:
Q. I don't like being invoiced at the first of the month.
A. When would you like to be invoiced? If we invoice on the day you want, will you award us the contract? We can start as early as _______________.
Q. Do you usually start on a weekend?
A. We can start when you want. How about on the _______________?
Q. How much room do you need for your supplies and equipment?
A. Why don't we walk to the closet and double check the room you have and I can give you a better idea?
Q. Would you be keeping the current employees?
A. Are there employees that you would like us to keep? We will guarantee each of them an interview (you will notice I didn't say guarantee a job).
Q. You're too high (This one comes into play if you have not reviewed the specifications without pricing and got them to agree).
A. Can you give me an idea of the dollar amount in your budget? With that number we can together discuss the specifications and arrive at some frequency adjustments that can meet the budget you are planning.
1. You are preparing proposals for your prospect, NOT BIDS. We bid commodities and I would hope you are aware the service you provide is NOT A COMMODITY.
2. BE ON TIME
3. Remember to set the time for the proposal presentation at the time you do the walk through.
4. If possible in a one on one presentation, sit next to the prospect so you can control the turning of the pages as you make the presentation.
5. Never speak ill of a competitor.
6. Choose your words carefully as you present. A small mistake can result in a big lost sale. For instance, your wife or girlfriend likes to hear a phrase like, "When I look at you my dear, the hands of time stand still". Beautiful words aren't they? But try saying, "You have the face that would stop a clock". Or look how one day on the calendar can make a difference if you say to your spouse, "Looking at you darling is like the first day of spring", versus, "Looking at you is like the last day of a long hard winter". See how one day can make a big difference. Anyway, you get the point.
7. Dress appropriately for the event. Learn in advance the proper dress code of the company you are wanting to work for and then be sure that you and everyone on your presentation team is in step.
8. ASK FOR THE ORDER. As a matter of fact, you should be attempting to close the sale throughout the entire process with the information you present and in the way you answer their questions. Some statements or questions provided by prospects just naturally lend themselves to closing such as:
Q. I don't like being invoiced at the first of the month.
A. When would you like to be invoiced? If we invoice on the day you want, will you award us the contract? We can start as early as _______________.
Q. Do you usually start on a weekend?
A. We can start when you want. How about on the _______________?
Q. How much room do you need for your supplies and equipment?
A. Why don't we walk to the closet and double check the room you have and I can give you a better idea?
Q. Would you be keeping the current employees?
A. Are there employees that you would like us to keep? We will guarantee each of them an interview (you will notice I didn't say guarantee a job).
Q. You're too high (This one comes into play if you have not reviewed the specifications without pricing and got them to agree).
A. Can you give me an idea of the dollar amount in your budget? With that number we can together discuss the specifications and arrive at some frequency adjustments that can meet the budget you are planning.
I WANT TO THINK IT OVER
The facts of life are that no matter how professional you appear and how professional your proposal is, there will be many times that you get that phrase, "I want to think it over". You then have another opportunity to close by asking,
"So that I can prepare the information you need, just exactly what is it that you are wanting to think over? You see, I want your business and it is important that I present you will all the facts so you can make the correct decision". Their answer then dictates where you go next. You have to be prepared to provide the information for them and set another appointment for delivery of that information.
As I said we are not providing fancy, can't miss pressure sales closes. Where I come from "pushy peddlers" are pushed right out the door so I prefer the conversational approach to closing the sale. IT WORKS.
My wife sold a few years for my company and she was our top producer. The two reasons I feel she was successful is that she followed the order of our proposal to the letter when making the presentation, and maybe more importantly, she came across sincere to the prospect. I heard her use the phrase many times, "The one thing I can promise you is that our company is going to make every effort to provide the service outlined in this proposal to your satisfaction, and if we make a mistake we will correct it immediately". I had customers tell me later that is all they really want. Do the work you promise to do and when you make a mistake correct it with no excuses.
HAPPY SELLING.
Don't forget our FREE weekly tripodcast at www.tripodcast.com. You can subscribe by entering your e-mail at the site and then hitting the subscribe icon. In addition, if you subscribe you are entitled to 30% off on your BSCAI convention registration fee. Just go to bscai.org to register and enter the code SMD30 in the promo code box. Believe me, that is a real worthwhile investment, take advantage of it today. Soon we will begin our daily tripodcasts featuring the speakers and sponsors of the convention. You won't want to miss that.
Till next time.
"So that I can prepare the information you need, just exactly what is it that you are wanting to think over? You see, I want your business and it is important that I present you will all the facts so you can make the correct decision". Their answer then dictates where you go next. You have to be prepared to provide the information for them and set another appointment for delivery of that information.
As I said we are not providing fancy, can't miss pressure sales closes. Where I come from "pushy peddlers" are pushed right out the door so I prefer the conversational approach to closing the sale. IT WORKS.
My wife sold a few years for my company and she was our top producer. The two reasons I feel she was successful is that she followed the order of our proposal to the letter when making the presentation, and maybe more importantly, she came across sincere to the prospect. I heard her use the phrase many times, "The one thing I can promise you is that our company is going to make every effort to provide the service outlined in this proposal to your satisfaction, and if we make a mistake we will correct it immediately". I had customers tell me later that is all they really want. Do the work you promise to do and when you make a mistake correct it with no excuses.
HAPPY SELLING.
Don't forget our FREE weekly tripodcast at www.tripodcast.com. You can subscribe by entering your e-mail at the site and then hitting the subscribe icon. In addition, if you subscribe you are entitled to 30% off on your BSCAI convention registration fee. Just go to bscai.org to register and enter the code SMD30 in the promo code box. Believe me, that is a real worthwhile investment, take advantage of it today. Soon we will begin our daily tripodcasts featuring the speakers and sponsors of the convention. You won't want to miss that.
Till next time.
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