Proposal Call Process Flashcards
When presenting a proposal, what are the 5 points that uncover what the CUSTOMER wants?
● Confirm their suspicions
● Quell their fears
● Justify their mistakes and failures
● Believe in their dreams and goals
● Fight their enemies and battles
Why confirming their suspicions is so powerful in a proposal call?
Everyone has their suspicions and theories on why their life is the way it is. Everyone has thoughts and beliefs about the world and what’s happening, or justifications as to why they’ve made the choices they have. And there is nothing sweeter in the world than hearing that you were right all along.
Why quell / putting an end in their biggest fears by signing my product is so powerful in a proposal call?
Your customers, ALL your customers, no matter who they are, have fears.
Because our fears are more real and more obvious.
People just don’t understand what it’s like to be you and have your life.
Your fears matter.
And that is the key component to great sales.
When you side with your customers and understand their fears, you’re showing them that you care.
