How to Prepare For a Sales Proposal Meeting.

Sales. Every business owner knows how essential they are to the success and profitability of the business. I’ve previously touched upon how the importance of having a robust and constantly improving sales process. However now I want to dive right into one of the final stages of the process-the sales proposal meeting. This is clearly a vital step, and often one where the final decision of whether to buy or not is made by the prospect.

8 Steps to include in your sales proposals.

1. Situation

Get a summary of your prospects’ situation. Know about all the possible changes that mean they might need your product, such as market/economic changes, legal changes, consumer habits and tech changes (or maybe regarding their client’s needs, if a b2b business). Make sure that you understand their world and what their key needs are- You should have uncovered these earlier in your sales process…

2. Benefits

What are the benefits that your offering brings, that meet the needs of the customer? Be careful not to mix up benefits and features. Features are logical, but benefits are emotional. 80% of buying decision is emotional. What is it that makes your version unique and sets it apart from the competition. People buy to solve problems. Therefore, what problems are you solving?

3. Urgency

Introduce a level of urgency. Can you genuinely introduce to build the need for your solution NOW, not later…? (we’ve all had that one…).

4. Guarantee.

What do you offer to overcome the fears or concerns the prospect may have in deciding to purchase? Money is typically only 10% of the buying decision- what concerns do they have about the other 90%?

5. Handle objections

Practice beforehand by responding to common objections that you hear. It’s normal that people have questions/situations that need exploring and then offer a resolution!

6. Next Steps

Explain the next steps to complete a purchase (pay a deposit/ have a trial/ set date for detailed briefing etc) with timings agreed and payment been arranged.

7. Finalise

Shake hands on the deal and follow up in writing.

8. Celebrate

Celebrate the sale with a glass of your favourite tipple.

If you want to take a deeper, more detailed look at your sales process, then come along to our next complimentary Sales Workshop in High Wycombe. You can find more info and how to book your places by clicking here.