Sales Proposals -  The Sales Pro Method

Sales pros never submit a proposal willy nilly. And here is why. The sales proposal, considered a Sales Stage in the sales process, is a collaborative exercise with both prospect and sales pro inputs. Standard sales loser behavior is to spit out boiler plate proposals and warming the couch with satisfied butts waiting for signed copy to darken the mail box. Keep on waiting sales loser, but the pink slip will arrive sooner. 

I listen in on sales calls w/ our client companies. The sales executive asks, "What is the next step?" for deals in the pipeline.

"Bob asked for a proposal." Often is the reply. And excitement vibrates through the sales con call. The prospect must be ready to buy because the sales stage is PROPOSAL. 

Hold on a minute. I am a professional salesman, scar covered, that has heard it before. Proposal stage is not bad, but is not money in the bank. What can happen here: 

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Yes, sales is a series of repeatable, measurable steps. The sales
pro winds his way down the path from Prospecting to Winning the deal.
And many steps, like the cold call process, are repeated over and over.
But sometimes sales pros, standing deep in the woods, can not see the trees and
the lack of prey to be hunted. When the forest darkens and the sun is cloaked by ominous clouds, step back and make a change.

Sales Qualification Questions

The sales person walked the prospect through a series of questions. The prospect cooperated fully and expressed that the problem was real, and was affecting revenues. The sales person then asked? 

"Is doing nothing an option?"

A direct, straight line of sales inquiry uncovers prospect truth fast. Sales qualification questions should have bite; focus on prospect pain and what impact the solution will deliver. Please note, what impact on the organization like increased sales, top line growth, better position in the market, etc. Questions the pain situation, and find out the benefits, measured in dollars, of the solution.  

Has a pissed off prospect ever called your boss? Not because of rudeness, but because you were to damn persistent and kept asking for commitments in kind? And because you just knew, right to the core of your being, that your solution would help and kept pushing?

Hey Sales Pro, are you tired of mediocrity? To soar with Eagles stop scratching with losers. Do this:

• Get a commitment from the prospect BEFORE spending resources, including your own.
• Go over your contacts head, the faster the better.
• Ask personal, hard questions.
• Be a hard ass.
• Negotiate upfront.
• Put a cost on your time and make your prospect pay up.

Bust out, Sell differently and you can expect different results.

The Sales guy, poised and prepped introduced his CEO to the prospect's Executive, the decision maker. The sales guy knew he was golden having prepped the CEO on the business opportunity. This was just simple. Executive hair day. The CEO would show how concerned he is about the prospects welfare. He would blather inane strategy for a moment or two, then the sales guy could get down to business.

I have no fixed hours. I have no brain beating boss. I can drop all and go fishing if I like and I can work from anywhere. I have no limit on who I can call. I have no limit on my income.

Wow, I have it pretty good. I am a professional sales person.