IF A PROPOSAL IS WORTH WRITING THEN IT'S WORTH PRESENTING!
Does your sales process mean giving your prospect a written proposal? Then present it in person, don't send it. You should use a proposal to close the order not open the sale, this means you need to be there. If a visit is not practical, arrange a set time to telephone and with the prospect on the line email your proposal, present it and then ask for the order. More info on proposal writing.
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1 comment:
Wish I'd known Ian years ago. He talked about addressing professional and personal agendas. I'd always thought personal agendas were a no-no but Ian pointed out as long as its done on a moral, ethical and legitimate basis it's fine. I couldn't believe the effect on sales - clients actually wanted their personal agendas addressed - often they get little thanks for what they do so addressing their personal needs hits the all important button and they get from you what they don't get from anyone else.
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