So many salespeople fail to close because they don’t present sales proposals. Here’s why it’s important to not miss this Sales Secret.
Look, you should always show a written sales proposal to every customer — no matter what.
Suppose you are one of the 70% of salespeople who never present a proposal to a customer. In that case, you are also likely one of the 87% who misses the quota.
Here’s the kicker — 100% of those you don’t present to will not buy.
What’s a sales proposal?
A sales proposal is a document that outlines the terms of a sale between you and a prospective customer.
It should include all of the relevant information about the product or service you’re selling, pricing details, and any special offers or discounts.
A proposal aims to persuade the customer to buy your product or service.
Why you need to prepare a proposal — every time
You can fax it, email it, scan it, or write it up by hand. I don’t care if you do it on toilet paper or nice paper.
You need to get a written sales proposal to every customer.
You’re trying to sell something no matter what business you’re in. You’ll tell your customers about the product, what it does, and how much it costs, and ask them to buy it.
You’ll be sitting there waiting for their answer, and they’ll say something like this, “That sounds great. Can I think about it?” Or they might say, “I need to talk to my spouse.”
And what you want to do is, right then and there, get a written sales proposal up. Hand it to them on the spot, and get them to sign it then and there.
If you were to present to 100% of prospects, you could take your closing ratio from where it is right now and triple it — just by writing the sales proposal.
This is what “The 10X Rule” book looks like in action.
To sum up, sales proposals are an essential tool for salespeople. Yet, many fail to use them or present them most effectively.
By preparing a proposal for every customer and ensuring that it is persuasive, you can dramatically increase your chances of making the sale.