The JF Guest Author Spot

Nigel Edelshain

I was reminded the other day of one of the “classic” problems that is experienced by so many people during the sales process – proposals that have “gone to Neverland”. 

The scenario goes like this…you meet with a prospect and they ask for a proposal; you spend a considerable amount of time developing a proposal (I have frequently seen IT solution sales people spending two days out of their selling week just developing one proposal); you send them a proposal and now…your prospect does not return your follow-up calls…What’s up?

Nine-times-out-of-ten the problem is the process you used for selling your product or solution.  Whether you know it or not, you have not sold all the key players in the decision-making process on your solution.  It is too early for you to write a proposal. Prospects often ask for proposals when this is not the appropriate next step in the sales process.  It is up to you, the sales person, to take control of this situation and guide the prospect to the correct next step.

My general advice on proposals is to steer clear of them as long and as often as you can!

Try to avoid writing “proposals” and focus on writing “statements of work”. In other words, only put the time in to write such a time-consuming document when you are 80-90% sure the deal is sold (and has been sold to all the key people).  Up until this time, only offer the prospect the minimum amount of information they need to advance the sale – try to minimize your time developing documents.

Part of sales is about good time management.  Don’t spend your time writing proposals, spend it selling and minimize your time in “Neverland” (unless of course, you really, really like Captain Hook, Michael Jackson or Johnny Depp).

Nigel Edelshain is CEO of Sales 2.0

Companies use Sales 2.0′s telesales and consulting services to take their sales to the next level, typically boosting results 3 – 10 times.

The company applies the latest Sales 2.0 tools and techniques in its telesales operation and shares resulting breakthroughs in sales methodology with clients through its consulting practice.

Sales 2.0 operates a website that is dedicated to sharing the latest information on Sales 2.0 thinking with sales professionals everywhere as part of the company’s broader mission is to take the sales profession to the next level.

Prior to starting Sales 2.0, Nigel sold millions of dollars of technology solutions to major Fortune 500 firms for technology services companies in the New York area. He was head of sales for the financial services industry for a 600-person system integrator called Starpoint Solutions and worked as an account executive for Platinum Technology (now CA).

Nigel is the chairman of the Wharton Business School Club of New York – the School’s largest alumni association. Nigel graduated from Wharton’s MBA program in 1993 and has an undergraduate degree in Microelectronics (chip design) from Edinburgh University.

Visit Nigel ‘s website: www.sales2.com
 

 Today’s News: Here is a message for you from good friend Paul McCord:

Business-2-Business Cold Calling–No, You Don’t Have To
 
Last month I conducted a one-hour teleseminar on how to turn business-to-business cold calls into strong, interest generating calls that result in appointments. This was supposed to be a one-time offering since I don’t really work in the area of prospecting via the telephone.
 
However, the seminar was such a hit and so many have requested that I do it again so that others in their company can attend, I’ve decided to offer it once more during June.
 
Let me give you some of the reactions from the last teleseminar:
 
David Collins said “this is by far the most productive teleseminar I’ve ever attended, bar none. Your approach isn’t like anything I’ve heard before and the best part is after a week of using it, I can say without any hesitation, ‘It Works!’”
 
Lynn Groves says “I’ve taken numerous telephone seminars and teleseminars and none come close to giving me the real honest to God help this seminar has given me. Funny, this seminar at $67 is one of the least expensive I’ve attended and is worth more than all the others put together.”
 
Andy Ramos says “without a doubt, the most effective seminar I’ve attended in the last three years.”
 
What are they raving about? They’re talking about what they learned that gets them to:
• the decision maker without having to lie, deceive gatekeepers, or try to manipulate people
• how to create real interest in the decision maker
• how to know before they call what the company’s needs and issues are
• how to get their voice mail messages returned almost 100% of the time
• how to make a real, welcome connection with the decision maker, not a cold call
• how to set themselves apart from every other salesperson even before they make the call
 
This isn’t some miracle cure or slimy gimmick. This is a disciplined, effective process that turns time wasting, ineffective cold calling into a real conversation and connection with decision makers.
 
Join me on Tuesday, June 17 at 5PM Central Time (6PM Eastern, 4PM Mountain, 3PM Pacific) for the most effective phone training you’ll ever get.
 
I honestly don’t know if I’ll offer this again. It was supposed to be a one-time offering, so I don’t know whether I’ll do it again in the future or not.
 
REGISTER at http://www.mccordtraining.com/html/calling_seminar.html —still only $67.00 for this career changing teleseminar.
 
Seating is LIMITED, so register early

Paul McCord
McCord Training
Sales and Marketing training/coaching/consulting
www.mccordandassociates.com
http://salesandmanagementblog.com
http://themanagementcurve.com

Tomorrow: As ever, we will finish the week strongly

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