The Proposal Masters Sales Process

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THE QUEST SOLD

• Proposal Masters unique methodology for evaluating and preparing a winning sales proposal
• Simple to learn and apply when responding to an ITT, RFP or making a sales pitch
• Forces teams into critically evaluating their proposal and how it will sound on the other side of the table

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find out what it means

Target

        Have a finely tuned targeting machine. Know the profile of your buyers and then approach them with         an eye catching offer.

Hallmark

        Make sure you have an effective brand. The best way of doing that is by creating a hallmark. Make

        the brand image cry out saying this is a quality product.

Empathy

        Invest time-building empathy. Be solicitous, and get to know your customers, their priorities and their

        needs. Never assume that you know what they want.

Qualify

Decide that the client is one with whom you want to do business, that you have a product or service that will be of value to him and that you have a realistic chance of winning business from him. If not, walk away now before you waste valuable time and money closing a "no hoper".

Understand

Make sure you know why the client is in the market, the factors affecting his business decisions and what his basis of decision is likely to be.

Evaluate

Check your own product offerings, map them to the clients needs and make sure that there is a fit.

Solution

Customise your offering and price point to the clients needs and change or adapt anything that may be a barrier to the client proceeding with you.

Token

Develop a handle by which the client can distinguish your offering from the others that he will be seeing

Summarise

        Summarise the benefits which have emerged during your meetings and re-affirm the value all the

        while seek their confirmation that what you have assembled as a solution will meet the aspirations

        they highlighted at the beginning of the process.

Objections

        Your customers will have questions at this point. However objections at this stage are a 'good thing'.

        They help you to understand what stands between your customer and the deal. Make sure you fully

        understand any objections, that they are all out on the table, and then handle them

Lock

        Time to obtain a commitment. Ask for the business calmly and confidently. There are many ways of

        doing this. Choose the most appropriate for your circumstances and once you have asked, keep quiet

        until the customer is ready to voice their decision. And wait to lock them down.

Deal

        If there are questions, fears or doubts, then deal with them, making minor alterations to the package

        if necessary. Restate the benefits and close again - as many times as it takes until you have

        obtained the order and everyone goes home happy.

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