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Building an effective proposal is never easy. There is a lot of time and effort involved.

To help streamline the process, we have put together a short list of things you can do to help you create a winning proposal.

Selling to a potential buyer can be a hard journey which often can take a lot of time and nurturing to get to a closed deal. Sales Leaders and Managers tend to have a passion for selling however it is only a small part of how they close deals, there are a whole host of skills that come into play depending on the interaction and potential deal in question.

We have compiled our top 5 recommended skills that we feel will help you as a Sales Professional close even the most challenging deals.

Managing a sales team can offer a wide range of opportunities that help to develop your team’s skills further in selling and prospecting all of which can improve processes and help land a sale. Not only are you able to help your team succeed, it will also enable them to be more productive, collaborative and motivated.

My Mum was a funny lady and during my youth, she was constantly throwing riddles at me.

Some of her riddles came in pairs and the pairs typically had a point.

One such pair of riddles has been a huge lesson for me as I have gone through life. Here they are.

Riddle 1: What did Tarzan say when he saw the elephants coming down the road? “Here come the elephants.”

Riddle 2: What did the elephants say when they saw Tarzan coming down the road? Nothing, elephants don’t talk.

Last time we discussed the tension of wanting to rescue a prospect sales process. Now let’s look at the situation between the buyer and seller as objectively as possible:

Why? Why do we get up every day and go to work?

Because that’s what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed and you don’t know what is really expected, do you?

Because employees depend on us: Really? Management books say a great manager implements systems that will operate well when management is not there.

Really it’s because Mum or Dad said so!

If your sales objective is to make the sale regardless, get the biggest order possible and structure the best deal for your company, then your entire focus is really on you.

Imagine walking into a prospect’s office and having him or her say, “I have a problem. There is a monkey on my back and I want to make it yours.” Any normal person would know better than to say, “Great, toss that over here and let me add that to the monkeys I am already working with.” As a sales coach, I spend time with quite a few people who have big monkey collections. They have accepted that their prospects and clients’ problems are actually theirs. Unfortunately, these monkey collections have some predictable consequences.

If you're like most sales professionals, you work hard to learn as much as you can about your product or service. You take pride in how much you know about your business. When you can answer any technical question that might come up in a call with a prospect, you feel confident. That's only natural. But as important as it is to be knowledgeable, your eagerness to display that knowledge can damage a relationship and cost you sales. To avoid this problem, you need to remember that expertise can be intimidating. It can turn people off

I am a terrible “bah humbug!” when it comes to “trick or treat” but I do take a keen interest in Ghosts.