Jul 25, 201207:14 PMWhat's in Her Sales Bag?
Sales Coaching. Business Insights. Results.
There Is Power In Presenting Your Pricing In Person
"Can you email me your pricing?" "Don't worry, I'll just email you my pricing and get back to you." Does this sound familiar? You are either being asked for pricing or you are doing the asking. I'd like to share with you why you should not send, email or fax your proposals to your prospects without reviewing it with them first. Notice that I said "prospects." When you are trying to earn someone's business, it is mission critical that you make every attempt to "earn" their business.
- You've met someone at an event and you both connect, and you agree to follow-up to schedule a meeting.
- Since you are trying to earn their business, you should follow-up first with both the handwritten thank you card and gaining the appointment.
- Like I have stated in the past on some of my previous articles, this first meeting should be face to face at a business office not over lunch.
- When the initial meeting is over, schedule the second meeting right then and there. Why are you waiting to get back to the office send an email?
- You are now recapping the meeting and preparing to present your recommendations. Remember, you are the trusted advisor and the expert so you can't ask the prospect what they need, you must recommend what they need based on your expertise.
- Now it's time to present the proposal. Let me pose some questions to you: Do you know your competition? What makes you differentiate yourself from your competition? Are you offering a service or are you selling widgets? How important do you think it is to have face to face communication with business decision makers? Do you want to make yourself available to answer questions.