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纷纷红紫已成尘·布谷声中夏令新

山西财院78jitong 19781017--19820715

 
 
 

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78jitong.......................................................... 高三李五七弓长,三赵九刘七大王,阎吴谢孙崔氏双,柴米余侯箩万堂, 毛邓陈宋任申杭,曾肖徐翁程董梁,储曲祁解韦国强,男女七十学跟党。

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2016年2月1日  

2016-02-01 17:06:30|  分类: 默认分类 |  标签: |举报 |字号 订阅

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2016年月日 - 78jitong - 元旦快乐

Why Are My Salespeople Writing So Many Proposals That Don't Convert?

All requests for proposal (RFP) are bogus!

2016年月日 - 78jitong - 元旦快乐Bad salespeople usually get sucker punched into writing proposals because they've fielded all their prospect's verbal objections with positive reassuring statements, failing to see them for what they really are, smokescreens.

Usually, the prospect wants to be liked and hates conflict; they avoid telling the salesperson to sling their hook and get out, because they fear that telling the salesperson "no" will result in them not being liked or the salesperson taking offence.

And bad salespeople are conditioned into believing that an RFP is a good thing. It isn't! It's a bad thing. It shows you haven't done your job well. In fact, you have done a bad job. Chances are they are bad salespeople because they have bad managers who are on their backs to get more proposals out of the door.

Would it surprise you to hear that 80% of salespeople's careers are spent 2016年月日 - 78jitong - 元旦快乐chasing non-prospects to whom they have sent information, been asked to call back or chasing proposals which were never read and went straight into the round file?

Why do managers ride their salespeople to generate more proposals? A misguided belief that an RFP is advancing the sale. In most cases, at best, it is a chance for you to spin your wheels. Prospects ask for proposals because they've learned that salespeople leave without resisting once they've been asked for a proposal. It seems a bell goes off in the salesperson's brain that tells them "Got one!" when in fact, they have just agreed to do a load of work without any guarantee of payback. Most proposals also fall into the negative category of free consulting. 

Why are you agreeing to spill your guts, in writing, giving away the solution to your prospect's problem? Isn't that of real value? Isn't that something they should be paying you for?

"Oh no! In our industry it's expected! Everybody does it! You have to write proposals."

2016年月日 - 78jitong - 元旦快乐

Why? So What? Who Cares?

Seriously folks. Why do you do it? What would happen if you didn't? Really? Who cares if you don't write a proposal?

A Better Strategy

First of all, if the prospect asks you to write a proposal it's your fault. Why didn't you just tell them at the start of the sale:

"Frank, let's pretend we get to the end of our conversation and you love what we have to offer, is there any reason why you'd ask me for a proposal?"

"Yes, of course."

"OK. I understand. If I told you that might be a problem, what would you say?"

"A problem? Everyone writes proposals. So yes that would be a problem."

"That's what I thought Frank. Experience has taught us that if someone asks us to write a proposal at the end of one of our conversations, 9 times out of 10 it's a polite way of saying, "Thanks but no thanks" without offending us. And in the other 1 in 10 it's usually a way of getting us to do free consulting because the person wants us to give away our ideas but doesn't want to pay for them. I don't suppose you've ever asked for a proposal when you didn't really mean it, have you Frank?"

History tells me that 100% of the time, the buyer hesitates, sometimes goes a little red in the face, before stammering something like, "Y-y-y-es, I suppose so".

"OK, so tell me something. Can we agree now that if we get to the end and you don't want to buy what I am offering, you'll feel comfortable telling me "no"2016年月日 - 78jitong - 元旦快乐directly so neither of wastes our time?"

"Thank you. And if you do want what I'm offering, can we agree now that we will work out what the next steps need to look like for you to be able to get everyone from your side behind the solution?"

"OK, it's not how we usually work but that sounds fair."

2016年月日 - 78jitong - 元旦快乐"Now I understand, at some point we may need to put something in writing. But let's imagine we do get that far, can we agree now that you won't ask me to go away and write it on my own? We'll sit down and work out exactly what has to go into it, so that it meets all the needs of everyone on your team, we'll write it together and before we submit it, you and I will go through it in detail to make sure there's nothing missing and it satisfies everyone's requirements? Does that make sense?"

Proposals written unilaterally have the value of a work of fiction in the sale. You are shooting blindfolded at a moving target. I accept that you might hit the bullseye some of the time, but by adopting this approach you will hit the bullseye 100% of the time.

One final point

2016年月日 - 78jitong - 元旦快乐If you do reach a point where you have to write a proposal, it must not be a sales document. It is a confirmation of the order and a statement of work.

If you want to learn how to get the prospect to write their own proposal, to sell past "no" and to neutralise objections so the prospect handles them themselves, come along to my next free workshop.

If you want to know how strong your sales skills are, take 3 minutes to complete our fiendishly tough selling aptitude test.

If you like this article, please share it.


 
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