Get in line, might as well be the alternative response. We see a lot of sales organizations typically get caught in the strange game of "give me a proposal" by the customer/prospect.
90% of the time, this is due to not having a good understanding of the business problem. Not understanding what they really need and how you can differentiate yourself from the pack. You are another vendor, yet another provider. You all sound the same. Nothing separates you from your competition. Another reason why you don't have the sale as yet. The only good thing here is that your competition also is providing a proposal. So what do you do?
It should not come as a shock that they have asked you for a proposal. If there is a clear understanding of the nature of the business problem, you should have been hired already and with a check in your hand. Then you can present a proposal which really becomes a presentation of whats going to be done.
A lot of companies work on getting what needs to be done in a formal business proposal. Find the business problem and that takes care of everything.
How much do you cost?
How long have you been around?
What is your specialty?
All these and other questions are not objections (even though the industry tells you it is). They are clear signs that your prospects business problem has not been identified. If you are good at getting the business problem they will never question your specialty. Surprised?
As always these posts have been brought to you by Parissa Behnia and myself at 678 Partners and can be seen on the 12 Most site here. Some great articles to check out!
The original post was 12 Most Likely Reasons You Never Had the Sale.
Regards,
Network Sommelier
