"We've sold 60 or so in the past 5 years, since the training" said Nathan.
"60!" I exclaimed. "What did you charge?"
"Between Β£5-7K each" Nathan proudly told the whole room.
He was of course talking about proposals.
The event was a business club, of which I am a member, and so was he. The audience were other members at our annual catch up several weeks ago.
"The best bit is the close rate, 90%" was then the next thing he said.
Nathan sells software solutions that cost over Β£100k.
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It can be done.
Any salesman that says you can't sell proposals, isn't a salesman.
It's not easy
It takes guts.
It takes confidence.
It takes belief in your abilities.
It take learning how to communicate better.
It's beyond the grasp of so mnay because so many sales folk are weak.
Their whole attitude is "I can't sell something of value because others give it away for free"
That's the mindset of order takers - which most "seasoned" salesmen are.
"I've never seen it done" - well that's just not true.
Did you know that 99% of the time most of us pay for stuff before it's even been delivered or consumed?
It's only "salesmen" that seem to think the idea is impossible!
To clarify, the word "proposal" is a catch-all phrase. What it really means is "you monetise the next step in your sales process".
What that next step is will be different across different sectors, industries and services. You're not all selling a document or taster session or whatever...
β’ I've taught recruiters to sell retainers - SHOCK HORROR - no, commonplace.
β’ I've taught Plumbers how to sell quotes.
β’ I've taugh SaaaS companies how to sell "scoping documents"
β’ I've taught Insurance companies how to sell "reviews"
All of them initially said it couldn't be done - but were open minded to learning how.
They never looked back.
I'm running my "How to Close and Sell Proposals" Bootcamp on the 12th & 17th December @ 6-9pm GMT.
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CHECK IT OUT HERE
