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Mike
Carruthers:
Whether
you're a professional salesperson or just have a proposal you
want to pitch to the boss, the tendency is to want to get that
proposal in the prospects hands as soon as possible.
Steve Marx:
That is one of the great urban myths about selling that you've
got to put the proposal in the prospects hand as quickly as
possible. The opposite is true.
Sales consultant
Steve Marx, author of the book Close
Like The Pros.
The proposal needs to be vetted before you submit it
- not after. So you need to talk about every detail, every aspect,
every element of the proposal before you actually deliver it
so that the prospect has had time to think about it. So that
you know that every little piece of it is already ok, then you
deliver the proposal. Interactive selling relocates the proposal
from the middle to the end of the sales process.
When you're trying
to sell someone, Steve says once you've submitted your proposal
you've pretty much fallen out of the process.
And every salesperson
knows this to be true because they remember all the calls they
made after passing that proposal. Calls that were empty and
awkward… "So, have you had a little time to review that
proposal?" Those calls are dead compared to all the calls
before the proposal when we're busy working on the proposal.
Those calls are full of life and full of possibility.
At somethingyoushouldknow.net
I'm Mike Carruthers and that's Something You Should Know.
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