Before I started my sales training business I worked in a corporate environment and during that time had the opportunity to review many sales proposals for a variety of products and services. Since then, I have had the good fortune (or misfortune in most cases) to read dozens more and I’m still under-whelmed by most of them. Most of the proposals I read make the same fundamental mistakes. Here are ten strategies you can use to ensure that your proposal stands out from your competitors.
If it’s been a while since you worked on your interactive visual storytelling skills, don’t despair. These skills are learnable. In fact, it’s easiest to think of it like a language-a visual language.
“I can show you a way to increase sales by 30 to 50 percent or more within twelve months or less because in “Make Your Living in Sales” you’re not going to learn the same old tired sales skills; you’re going to learn the proven sales skills that are implemented by the most successful sales people in the world.
There is one big difference in auto sales training and finance and insurance sales training. In car sales you are selling a tangible item the prospects can see and feel. In finance and insurance sales you are selling an intangible the prospects can’t see and feel. One is not better or worse they are just different and require different sets of selling tools.
If you want to really know how to improve your sales I’m sure you’ve heard the saying, “Success leaves clues.” What that means is successful people always leave clues as to why they are successful and how they got that way. The best way to make an immediate impact on your sales career is to interview one, two or ten of the top performers in your company or industry. For example, if you sell cars for a living why not sit with, watch and interview the top sellers in your dealership? Nearly 100% of the time that person will be more than willing to help you be more successful. Just imagine if you can simply duplicate what the best in the business are already doing how much more money will you put in your pocket?
“Double click” on key words or phrases spoken by a prospect. If he or she says, “This conversation in making me feel anxious”, ask “What is it that’s making you anxious?” Asking prospects to speak their mind provides you the opportunity to hear and understand what it is they’re really saying. By double clicking on the word “anxious”, you will hear more and listen more effectively.
Now let me share something about conditions. They are a little different. Conditions are reasons that sales don’t or even can’t happen. “We are closing our doors tomorrow and going out of business” is a condition. There is nothing you can do about that today. When faced with a condition, be respectful and suggest the possibility of working together in the future.