The New Rules For Closing

Traditionally salespeople have relied on sales proposals, closing methods and negotiating techniques to conclude the sale. However, in the face of growing buyer power and sophistication, these outdated closing techniques are more likely to close the door than the sale.

The reality is that the traditional sales proposal, closing technique and negotiating stance have been rendered impotent. They are blunt instruments when it comes to getting major purchases sanctioned. The unsophisticated sales proposal needs to undergo a revolution. Its role, audience and message need to be transformed.

Traditionally sales proposals were:

•      Written by salespeople to entice their selection by the buyer.

•      Aimed at a technical, or middle management audience.

•      Focused predominately on features, benefits and price.

•      Prepared at the end of the sales process.

However, because they were written with little input from the buyer, they often contained surprises that only revealed themselves when presented for sign off.

The Changing Role Of The Proposal

Sales success now requires a radically transformed sales proposal. New proposals are not about confirming supplier selection, but justifying the business decision. Their audience is senior management, thus they focus on detailing the business case and the expected return on investment.

Sales proposals are no longer left until the end of the sales cycle but rather evolve throughout the process. To ensure the final document contains no surprises for either party they must be written as a joint effort involving both buyer and salesperson.

The New Rules For Sales Orders

Sellers can vastly improve their success rate by adopting a collaborative approach to the development of the sales proposal throughout the sales cycle. That involves obeying the following rules:

1.   Business Case Before Proposal.

2.   Proposals, Without Surprises.

3.   Business Impact, Not Benefits.

4.   Write The Last Page First.

5.   Think Risk and Insurance.

6.   Walk If You Cannot Talk.

7.   Close With Care.

8.   Wish Them Well.

Posted by Ray Collis on Dec 3 2010. Filed under Closing The Sale, Effective Closing Techniques, Revolutionize Closing. You can follow any responses to this entry through the RSS 2.0. You can leave a response or trackback to this entry