Thursday, October 22, 2009

Live & In Person

from Jeff Garrison:

Present Sales Proposals in Person

Posted: 12 Oct 2009 10:23 PM PDT

Sales Presentation Never present something in writing that could be done in person!

The difference is results over time is enormous when comparing closing ratios of those proposals delivered in person compared to those delivered in writing. Here are some reasons why.

In person presentations eliminate guessing.

When it comes time to start getting specific about providing solutions to a client, at least one discussion and perhaps many have taken place about the clients needs. However, there may still be hidden assumptions in your ideas about your prospects needs or resources. It is best to discuss them in person rather than have the prospect recognize these issues in a written proposal and reject your ideas in written form.

In person presentations allow the best solution to be discovered.

Once you have done your best thinking, you need a chance to discuss your ideas with your prospect. You need to have them challenge your ideas and combine them with their best thinking. Getting their input does not diminish your value or your ideas, it enhances them.

In person presentations leverage human factors.

Interaction creates rapport. Rapport leads to liking. Liking precedes trust. Trust is required to reach an agreement and close the sale. Paper does not do these things.

It is very important to note that trust must go both ways, thus it is as important for the business owner and/or the sales person to trust the prospect as it is for the prospect to trust them. If closing a deal seems to easy, get prepared for problems.

Remember, paper does not close deals. People do.

Photo on flickr by chalks.corriette

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