A common concern I hear from sales representatives is that they have trouble booking appointments to present their recommendations to their prospects. Everything goes well in the needs analysis meetings, but when it comes time sit down and present the solutions, the prospect won’t return their calls.
One of the biggest mistakes made by sales representatives is that they finish a needs analysis meeting or fact find with a statement like, “Thank you for your time, Mr. Prospect. I’ll get back to you when my proposal is ready.” Weeks of voice mail tag can go by before the next meeting, and by then all of the momentum created has long since been forgotten.
A better way to end your fact find is with a statement like “Thank you for the information today, Mr. Prospect. Based on our conversation, I believe that the use of our widgets can help you to acquire new customers and increase revenues. I would like to go back to my office, put my ideas on paper, and then return next week to discuss them with you. Are you available Tuesday at 10:00, or do you prefer Wednesday at 2:00?”
A fact find interview is only considered a success if you and the prospect confirm that the sales process should continue to the next step and when that will take place. Eliminate voice mail. Always book the next appointment!
Once you have booked your presentation appointment, you must make sure that your proposal is written so that it keeps the sales process moving forward. Otherwise, it’s just a waste of paper. For a proven Proposal Template that will help you close more sales faster, download Action Plan For Sales Success.
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