Tips on how to present a Proposal or Quote
September 28, 2009 10:08 pm SalesGuest Contributor: Karen Andrews
Many people in business and in sales find discussing price very confronting and very uncomfortable, yet it’s one of the most important aspects of the sales process and can be a significant indicator as to whether you will be successful in winning the business. Whether you prepare a written proposal or a simple one page quotation, whatever you do, don’t try and avoid discussing the number that is on the page or skip over it onto something else. It’s is one of the most significant factors that influences the buying decision and you want to make sure that your prospective client understands what tangible and intangible benefits they are getting for their money. I have compiled a list of tips that will help you win more sales and to win them quicker but also to help reduce any anxiety or discomfort when talking about price.
- Avoid nasty, uncomfortable surprises when the price is discussed or when you ask for the business. Before you start discussing the proposal, ask if anything has changed since your last meeting.
- Insert a ‘Current Situation’ or ‘Executive Summary’ to the beginning of your proposal. A short summary of the first meeting to demonstrate your understanding of the business and what they would like to achieve
- Where possible, present your pricing in person rather than sending via email. It may seem like a waste of time but it gives you the ability to read an immediate reaction to your proposal and your price. It also saves you the time and hassle of having to phone them later and ask if they would like to proceed.
- Take a copy for each person in the meeting, however, have ONE copy that is not stapled or bound.
- Present one page at a time to the person or the group, taking the time to reinforce the key points in each section. This allows you to talk about the value you can offer and the benefits of dealing with your business, before it gets to price.
- Close the sale. Don’t let the opportunity go by because you feel pushy or are worried they might say no. If you don’t ask, you don’t get. Besides, they might have been meaning to call you but have been caught up.
- If you are uncomfortable asking for the sale, use an Assumptive Closing Technique. For example: “to get started all we need to do is” or “if you could send over the files, I can go through them” or “I’m free on Wednesday, if that works for you”.
- Read a book on Body Language. Having the ability to read a person’s reaction through their body language is very useful when presenting pricing and negotiating. You can immediately see a positive or a negative reaction to the price.
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