Archives For closing the sale

graph-going-upMove to the 95% Close Rate

In my independent, unscientific, but somewhat accurate assessments – sales people in the high-tech industry are closing about 20% of their proposals…how frustrating.  The time from initial call to proposal could be measured in months, many trips across town – or even long distance travel. And then there’s the writing.  By the time you get to proposing, you really want to close.

One Secret Stands Above the Rest…

Well, actually there are many factors, and nothing is guaranteed.  But there are some steps and then there is one major secret that I’ve found – that will make the big leap from hoping to confident.  Here are a few tips:

  • The deal is sold long before the proposal is written in my opinion.  If you’re writing, thinking to yourself, this might not close…big mistake.  Insist on talking to the people making the decision before going through all of that work.
  • Meeting with what I call “Asset Owners” is a critical step in the process these days.  IT may have the technology info you need, but asset owners – a term I use and define extensively in my book, The House & the Cloud, is key.  These people live on the business side of the business…they oversee Money Making aspects of the company. Profit Centers. And according to Harvard Business Review, carry a lot of weight in the big decisions being made.  They bring a whole new meaning to the term – Influencer.
  • When you finally do write – write it to the person doing the approving.  I like to do this more like a letter or memo, and less like a proposal…

Now, what is the one giant secret that really does make all of this work…that’s the topic of my upcoming web training.  You can access it for FREE on Feb 10th at 3:00 PM ET.  Here’s the link to read how: (READ MORE).

Be sure to follow the instructions – seating is limited and I don’t want you to miss this one…

© 2014, David Stelzl

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