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Deadly Negotiation Strategies – The Bob Chronicles Part 8

Understanding the Sales Force

He shared that he sent out a proposal for well over $1 million and was prepared to begin negotiations. I hate negotiations because most negotiations can be avoided if the salesperson simply conducts thorough qualification and discussion of terms up front, prior to ever sending a proposal. Bob was more excited than I had ever heard him.

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The Secret to Effective Sales Proposals

Anthony Cole Training

An effective sales proposal is less about what the proposal includes and more about what the end result is supposed to achieve. In fact, many sales proposals are delivered much too soon and inappropriately, often generated because the prospect asked to "see what you can do."

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Top Five Benefits of Sales Process and Methodology

Understanding the Sales Force

The isolated Bass/cello part is largely invisible to the audience but it’s foundational to the song, just as sales process, while foundational to the conversation, should be largely invisible to a prospect. A well designed sales process has so many benefits.

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Best Time To Prospect?

The Pipeline

With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons.

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

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Send Your Proposals to the DEA

Sales 2.0

In general, I think “proposals suck!” I was reminded of my (bad) attitude to proposals again a few weeks ago when I was co-opted into developing one. Eliminate The most effective solution to avoid spending days on proposals is not to do them ! Send this bulleted list to your prospect and ask them if this is what you discussed.

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Who Is Your Best Prospect?

The Pipeline

Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”. What’s scary right off the top, is that there are multiple definitions of what is a “best” or a good prospect. The post Who Is Your Best Prospect?