Here is my price, why the heck aren't you placing the order? I've done my job, I have had several meetings with you, I listened to your needs, I have taken what we have to offer and tried to force fit it with what you need. If we are too expensive, or not exactly what you need it's not my fault, I've done my job!
Does that emotional tirade sound familiar? This is the "it's not me song". This song should not be on your top ten playlist? You are always a part of the success or failure of any sales call that you participated in.
When it is time to present your proposal, do not just email the quote or present your PowerPoint presentation. You have got to get back in front of the customer NOW more than ever. This is your time to get the customers emotional buy in and support. Find out what they like about your offering. You must also determine what items are deal breakers and what items are a must. It is critical to gain a competitive edge by doing anything that the other companies aren't willing to do; like being on the job during installation, or immediately scheduling a breakfast training session for the department, or guaranteeing their satisfaction once installed, whatever.
The moral of this lesson is that the start of the closing process is the most critical time in the sales process as long as you have done everything else right. If you choose to wait for the customer's decision, it will reactive instead of proactive? It is nearly impossible to change their mind if the sale does not get awarded to you. It's like trying to catch a greased pig running through a department store at 3:30 am on Black Friday. Maybe that would create enough of a diversion to get your hands on one of the 75% off Garden Weasels. Just a thought.
This idea of active closing verses reactive response keeps you in the game until the final outcome. Give yourself a chance to create a competitive edge. Do not allow yourself to be just one of the other proposals.
Get up early, Give time to God and make a contribution.
Leigh Ari Meyers