July 14, 2016

B2B Sales: Importance of the proposal

July 14, 2016

B2B Sales: Importance of the proposal

B2B Sales

Learn about the benefits of the sales proposal and how you can maximise yours for success.

In order to successfully close sales, not only do you need to understand the way customers think, you also need to know how to convince them to buy. Customers naturally do what customers want to do — which means our job is to make sure that they do things our way so we can stay in control of the sale every step of the process.

 

Setting the Expectations

It’s important to set the expectations up front of what working with you will be like. Letting the customer know the process they’ll be put through will put them in a comfortable place where they don’t need to think or plan. The best way to manage this is through a proposal document.

The contents of the proposal document will depend on how you manage the sales process in your company and on any verbal discussions with the client leading up to the meeting. When you present your proposal, the customer will give you feedback in real time, which you can then use to tailor the sales journey for them.

 

Why Is This Necessary?

After they have accepted what you’ve presented, you have the opportunity to lead the conversation and set the pace for the sales process. You get control over the sales flow while the customer is left feeling relieved and happy as they have you as the expert and they don’t have to do the work.

Another benefit of having this document is that it’s also a test to see the client’s propensity to buy from you and how likely they are to do business with you. If they don’t give you the time of day and don’t introduce you to other decision makers, then potentially, it’s them demonstrating to you that they are not interested. Knowing this will save you time chasing a dead lead. You’ll leave this process with valuable takeaway points that you can learn and use to refine your sales process moving forward.

 

P.S Interested in learning about perfecting every touch point in the sales journey? Check it out here

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