If you have ever had a person say, “Can you send me a proposal on that?” or “Will you detail that out for me?” What they are really telling you is “I am still skeptical.”
Sending them materials at that point is the death knell. You might as well throw it in the trash can.
What is better to do is work on finding out all the barriers up front.
“I would love to do that. What we have found works best is not to inundate you with materials but instead to candidly look together at why this will and won’t work. If we were to have that discussion who else would need to be a part of it.”
Notice how I moved past the objection, “put that in writing” to “who needs to be a part of this discussion?” Why did I do that? Because if you are asking for a print out it is usually because you need to present it to someone else for approval. In that case you want to be in front of the decision maker directly.
Now there are times you will need to send materials but it should be less than 20% of the time and when you send them it should be a confirmation of what has already been agreed on so really you are sending an Action Plan to implement rather than a proposal.
Manage the sales process by getting all the obstacles out immediately rather than praying your proposal gets accepted.
Click here to buy this book on how to get results without the boxing gloves!
Outcome Thinking : Getting Results without the Boxing Gloves
When we were kids we had the ability to get anyone to do what we wanted? What happened between then and now? We need to relearn our natural child-like abailities – or is programmed inhibition always going to control our destiny
Please tell me it worked right? I dont want to sumit it once more if i tend not to need to! Both the web site glitced out or i am an idiot, the 2nd option doesnt surprise me lol. thanks for a fantastic webpage!
I think one of your advertisements caused my internet browser to resize, you might want to put that on your blacklist.