Power Questions to Win the Sale: Overcoming Nine Critical Sales Challenges by Andrew Sobel

Author:Andrew Sobel [Sobel, Andrew]
Language: eng
Format: mobi
Publisher: Wiley
Published: 2013-04-02T14:00:00+00:00

“Can you walk me through your decision-making process and time frame?”

“Who needs to approve the budget for this work?”

“Who will make the final decision about selecting a firm to work with?”

“Which stakeholders in your organization will be involved in deciding how to approach this?”

6. Do you have a relationship with the economic buyer? You need to have spoken to or met the economic buyer or executive sponsor. This is the individual who can make the decision to hire you and your firm. Often, the first person who calls you is not the economic buyer but rather a feasibility buyer. This is someone who is screening service providers, who can say “No” but not “Yes.”

7. Do you have agreement on the outlines of the proposal? You must have discussed the essential elements of your proposal with the client and reached conceptual agreement about it before you submit it. You might say, “Before I send you this proposal, I'd like to meet with you to walk through our basic approach. That way I can get your reactions and input before finalizing it.” If you don't have this conceptual approval, you are at high risk of turning in a proposal that is not quite on target and/or will get picked apart by the client.

8. Finally, have you scheduled a follow up discussion? You need to have an agreement to discuss the proposal with the client after you submit it. You don't want to spend a lot of time writing a proposal, and then send it into a black hole. Schedule a phone call or face-to-face meeting to put the client on the hook to read the proposal and share their reactions with you.

If you cannot answer yes to each of these questions—if you have not met these eight preconditions—you should put the brakes on the sales process and work to address them before submitting your proposal. Otherwise, you may waste your time.

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