Never Write a Sales Proposal Without Asking This First

Never Write a Sales Proposal Without Asking This First:
Dan Markowitz, president of TimeBack Management and author of A Factory of One is always looking for ways to cut out unnecessary work that don't help you achieve your primary goals. That's why, instead of drooling when a prospect wants a sales proposal for him, he's now doing this...

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A salesperson should never, ever accept a prospect’s request for a proposal without asking, “Why bother?”

In the last six months, this simple question — “Why bother?” — has helped focus my discussions, positioned me as a partner rather than a vendor, earned me respect from the client, and generated business.

In the past, when a prospect asked for time management training to make employees more efficient, I’d say sure, and we’d move to a discussion of program options. No longer. Now I ask, “Why bother?”

The buyer is usually a bit surprised. Being more efficient is good, right? Everyone knows that. But I persist: “Why bother? What will your people be able to do that they can’t do now? Will you be able to move into new territories? Bring products to market faster? Reduce lead time for processing claims? Why bother? How will this benefit your company?"

This question inevitably leads to a discussion of the ultimate objectives of the project, and a clearer understanding of its value.
Most salespeople don’t push the buyer to think about the value, and therefore to understand whether or not the investment is worthwhile. That immediately positions me as someone who really cares about the prospect’s business.
And with the shared understanding as to why my services really matter, I can design a consulting engagement that delivers true value. Alternatively, we’ll find that I can’t help the prospect achieve his objectives, and we can agree not to work together — a short term loss, but surely a long term gain.

To learn more about how Dan can radically improve your productivity and your group's performance, visit TimeBackManagement.com.

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YOUR TURN: When your prospects ask for a proposal, what do you do to increase your chances of getting the business? Share your ideas in the comments section of my blog.