“If people like you, they’ll listen to you, but if they
trust you, they’ll do business with you.” — Zig Ziglar, author, salesman, and
Hello, Sales Champions!
Hope that you all are doing great! Trust you all
concluded a fantastic sales quarter and met your sales targets in time. I’m
sure you’re now collecting all types of data for your business reviews for your
respective territory or for the set of accounts that you personally manage.
During this time, I’m sure there would be many questions
that would cross your mind. Some are follows:
“Which are the large deals that I’ve won for in the
last 90 days?’
“What are the reasons I won those deals?
“How did I beat the competition in those large
deals? What relationships did I leverage within and outside the
What aspects of Sales support from my organization
and our partners that helped me in closing these large deals?
“How can I replicate this?”
Also, importantly trust you’re also analyzing the deals
that you had lost during the last sales quarter.
“What are the values of those lost deals?”
“Which are the key customer accounts where I lost
these opportunities?” “To whom did I lose those opportunities”? “What were
some of the actions that I observed about competition activity in my accounts?”
“What are the main reasons I lost those
And many more such questions.
I’ve come up with a checklist that you might want to
consider answering before submitting a proposal to your customer.
Here are the top ten pointers which I want to share:
It has a cost vs. benefit that justifies the
expenditure you’re asking for? Essentially is the ROI/Payback period
Is the person you’re giving the proposal to, able to
fund the initiative? Are you aware about the source of (which Business
unit) the funding? Have you met that department head? Do you know what his
requirements are and what does he want to accomplish?
How many of the people that may be on the buying
committee have you spoken with? Have they been mapped as per the protocol
by senior management from your organization?
• Do buyers
understand the outcomes they are looking to achieve with your offering?
• Do buyers
understand the reasons they can’t achieve those outcomes without your offering?
• Related to the
above question – Can buyers articulate specific capabilities within your
offering that will address the reasons?
• Do the buyers
provided with documented results other similar companies have achieved with
• Will the
proposal be forwarded to any people you haven’t already spoken with?
• Do buyers have
everything, in terms of all the information, needed to make a buying decision?
• Last but not
least – Why are you issuing the proposals? Have you covered all the bases? Do
you know the compelling reason that the customer might decide on the proposal
These are the Top Ten points that appealed to me. Please
add to this list for your reference.
Business Proposal, Sales Process, Sales
Professional Training, Sales, Buying Decision
“Let us never negotiate out of fear. But let us never fear to negotiate. ― John Fitzgerald Kennedy
We have entered the last month of the quarter
and also the last for this calendar year.