tag:blogger.com,1999:blog-4677167860670303930.post6773386181005985653..comments2023-12-05T10:09:27.128+00:00Comments on So you think you're in trouble: Why Buyers Ask for Proposals to Pick Your Brains More Than to Buylaurence@exigent-uk.comhttp://www.blogger.com/profile/12963647054834469291noreply@blogger.comBlogger3125tag:blogger.com,1999:blog-4677167860670303930.post-84583126703042387202009-08-05T22:44:53.591+01:002009-08-05T22:44:53.591+01:00David,
Thats a really interesting idea David, how...David,<br /><br />Thats a really interesting idea David, how do you decide whats their preferred communication method?laurence Ainsworthhttp://www.exigent-uk.blogspot.comnoreply@blogger.comtag:blogger.com,1999:blog-4677167860670303930.post-87235381808978172022009-08-05T21:43:24.142+01:002009-08-05T21:43:24.142+01:00My own belief, and what I teach on my 'Pricing...My own belief, and what I teach on my 'Pricing By Value' Workshop, is that a proposal is a means of recording what was verbally agreed.<br /><br />I certainly agree with the writer that you shouldn't waste time on proposals that aren't going to get accepted. When you were in conversation with the 'buyer' you needed to establish their acceptance of all aspects of buying from and working with you. If you didn't you were daft!<br /><br />A proposal should contain no surprises for the recipient, and should include space for them to sign to indicate their acceptance.<br /><br />While we are on the subject of written proposals, it amazes me how few sales folk bother to note the preferred communication style of the prospect so they can write their proposal the same way. They tend to use a 'one size fits all' proposal template which undoubtedly doesn't!<br /><br />DavidDavid Winchhttp://www.davidwinch.co.uknoreply@blogger.comtag:blogger.com,1999:blog-4677167860670303930.post-76912383502336621992009-08-05T16:22:16.720+01:002009-08-05T16:22:16.720+01:00Laurence, it would also be good to note that there...Laurence, it would also be good to note that there are basically three reasons buyers lie to sales pros;<br /><br />1 - they really don't want to hurt reps' feelings and think it's a favor to lie<br />2 - they have something else going on and have no intention of sharing it (remember the brother-in-law who's getting their business)<br />3 - you, the rep, remind them of their ex-wife, or husband or mother or you get the picture.<br /><br />Point is, tell buyers it's safe, it's okay, to tell me the truth. That way we understand where we stand and I won't be chasing you by phone or email and annoying you endlessly.Dan Seidmanhttp://www.salesautopsy.comnoreply@blogger.com