Client Says: "Send Me A Proposal" - Sales Influence Podcast - SIP 246
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- Опубліковано 11 вер 2019
- In this episode of the Sales Influence podcast, Victor talks about clients who would like to be sent a proposal.
Don't forget to access my FREE course, SHIFTING THE BUYER'S MINDSET: www.SalesVelocityAcademy.com/sbm
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www.SalesVelocityAcademy.com
www.VictorAntonio.com #sip #salesinfluencer #sendmeaproposal
Most salespeople write proposals that focus entirely on the deliverables they can offer to prospect. These document often concentrate on listing off the basic features & benefits of the products or service in question and what what about the prospect's needs?
Instead of focusing on what you have to offer your prospect , your proposal should focus on the key problems your prospect wants to solve.
This will effectively turn your proposals into working documents that outline specific client objectives-a powerful tool.
Victor, this is powerful.
I have already started doing this.
Can someone reading this add to what Victor is teaching?
Landed a market referral today, with a promise of a testimonial!, always be closing!!! Victor much love and respect for sharing the passion!!!
Always a knowledge buffet on your podcast buddy.
This is what I have been waiting for
Fantastic. If I used this, it would have saved me some on quoting and chasing.
Merci Viktor. A very useful podcast.
Yes... for when to get the work done. I ask on the front end of the prospecting process.. Worded "Ideally, in a perfect world, when would you do this project"? I'm in roofing... ironic because all the guru's I follow never use construction much less roofing as an example. Thanks! PS. Atomic Habits is the best!
Awesome insights. I'm now subscribed on Spotify as well.
Amazing
Great Content Mr Victor! Like your podcast!
You are adding values to my sales strategy
It's really powerful and prectical VA BUT... support half in my sale cycle coz most of my clients collect 4-5 proposals the creat compersion sheet all of them then short list 3 with least prices and equalant in features list.
Now two ways either decision Maker will chose directly one among those three or they again invite all those three for DEMO which most of the times never happened and they choose first streagigy.
Now how to deal with this situation while you have spent a lot of time there and suddenly you are out without any feedback.
Please note im in B2B and software support industry.
I'm looking forward to hearing from you soon on this topic.
Nice podcast and valuble content.
Thanks Victor... A lottt😊
Great video! However if I asked a customer at the beginning of the convo, "How soon would you like to get started?" And the customer says "Oh I'm just shopping around". Didn't you just plant in the buyers mind to say that? That has been my experience. And then when you go to close the sale, the customer has said "no I told you at the beginning of the conversation that I am just shopping around". So to me asking "How soon would you like to get started?" is one of the worst questions to ask. Because if you ask them at the beginning, you are planting in their mind, they are "shopping around" and if you ask it at the end, like VA said you sound like your pushing the buyer.
Point taken, so here's what you do. "So what prompted you to begin shopping around?" (get a sense of urgency). Ex: Well, our software isn't doing what we want? You: How is that impacting your business?" My point: Use this 'shopping around' to really get to the REAL reason(s) they're talking to you. "Shopping around" is a defense mechanism. Great question GB! VA
Muy buen punto VA
It's fine, but need more emotions to close. Emotions to build up desire, and than logic to finish it up.
Or, depending on context and situation, sometimes I'm able to mix both together. 😉 😎.
I wouldn't use the words "follow up", I'd say: if you OK with the terms give me a call. 😎.
If you afraid that they wouldn't, there is no trust. And no trust no close.
I'm typing as I'm listening. 👋 😎.
🤩🤩🤩🤩🤩
🙌🏽🙌🏽🇬🇧🇬🇧
Victor
can you also help me in how to respond to Clients that present a spousal excuse or some 3rd person who helps them make decisions.
I know they are lying just to get away because they feel pressured, all of a sudden they get a meeting phone call, they gotta pick up their kid from school at 7pm or doc appointment etc etc.
Help Me Victor plz
give enough value to warrant more information and tie down appointment with the decision maker or makers