Businesses are made up of relationships; these relationships are made up of people. Therefore, your job is to observe these relationships and realise the importance of engaging and generating high-value interactions with every single decision-maker in the business you’re selling to.
Identify the decision makers and engage with them.
Knowing who among the business executives you need to get across the line will increase your sales proposal’s chance of success. Getting to know their decision-making styles means you’re able to tailor your pitch to their liking and ensure you address all their pain points.
For a high conversion rate, make sure everyone gets a ‘prize’.
Every stakeholder needs to have something to take home, so make sure everyone gets what they want. You can do this by making sure the proposal ticks off all the points each stakeholder is looking for and ensuring they leave the proposal feeling like they have found the solution to their problems.
P.S If you missed the last post in this series, you can catch up here.