Good Morning Terry Forsey
This months newsletter focuses on the task of 'closing deals', a process that so many sales people have yet to master or really understand. This article and the partnering white paper focus on 'Minimising risk and building proof into your sales proposition'.
As a Sales and Marketing consultant I have attended many meetings with clients who are very frustrated and struggling to understand why they are unable to close deals despite having a fantastic offering.
Selling is as much an art as it is a science. Too often businesses focus on driving more and more leads without concentrating on the prospect's buying and decision making process.
The fear of the unknown is a huge barrier to sale for many buyers as is the perceived risk involved when appointing a new supplier. No matter how attractive a proposition can look on paper, the nagging doubt of ''what if it all goes wrong'' lurks in the back of a buyers mind at all times.
So what needs to be done?
1. Assess and minimise the risk attached to a sales proposition.
2. Provide and deliver strong proof to support a sales proposition.
3. Build customer confidence to close the sale.
This month's paper explains how to help a prospective customer to understand the risk of doing business. It identifies the strategies to adopt to minimise the risk of your bid, helping you win more business. Furthermore it shows how to build proof into your sales process, an integral part of helping minimise the risk inherent in your bid.
Adopting these risk management and proof delivery strategies will dramatically improve the effectiveness of your sales process.
Click here to download your copy of the new white paper "Minimising Risk and Building Proof into your Sales Proposition ".
If you would like me to help you to implement the techniques discussed in this whitepaper and need help and advise for 'closing deals' then contact me for an initial no obligation chat. Call me on 01536 771440, visit my contact page or hit reply to email me.
Terry Forsey
