RFPs, or Requests For Proposal, are a salesperson’s nightmare; they’re a tool designed to take salespeople out of the equation. Their use indicates that the prospect’s buying decision is being driven purely by accounting or finance. RFPs take a significant amount of time and effort to complete, and the return on investment usually doesn’t materialize. At least, that’s how it was until now. Let me show you the best way to handle an RFP and increase your chances of getting that sale.
In sales it’s very easy to get caught up in the day. You have your calls to do, inbound calls, requests to manage, prospects and clients to visit, and meetings to attend. Before you know it, Friday rolls around, and you realize you’ll need to push quite a bit to the next week. You tend to lose sight of the big picture, and you may find it difficult to hit your targets as a result. I’ve written previously (you can find the article here) about how important it is to plan your day. Here’s how to take it to the next level: plan and organize your week to drive those sales through the roof!
Contrary to popular belief, the principles of honesty and integrity are absolutely vital to every salesperson. Here’s a nice illustration you can print out and stick on your cubicle, wall, or wherever else you like.
The best salespeople master the art of conversation. They know how to build rapport, gauge needs, perform business discovery and qualification, and ultimately position and sell a product effectively. It all seems absolutely natural when they talk, as if this is merely part of another conversation.
Excellence in communications is a requirement for salespeople, especially when the focus is on phone calls and B2B. Many salespeople seem to think that movies are a facsimile of life, and attempt to use the hard sale techniques they see on the silver screen in their daily work. This will inevitably lead to failure, since those techniques revolve around telling not communicating (it’s a movie, after all).