Welcome to the third article in a six piece series where we are viewing our 5 step sales process.    In this article, we will take a look at the PROPOSAL step.  In the last article, we talked about the PRESENTATION step.

STEP 5: PROPOSAL

It can be difficult to determine the price to propose for a prospective client. That’s no secret. But if you think of every proposal as a customized fingerprint, the process will become easier. No matter how wonderful or great the products are that you offer, a client  should only be sold on the things that they need. Don’t expense a service that does not apply to the needs of the client. If the business is not open 24/7 then a 24-hour monitoring service would not be of value to them. If you discuss only the things that will intrigue a prospect, you’re more likely to get a positive response to your proposal.

To ensure success, though, follow these three tips:

NEVER INCLUDE THE PRICE:

The minute a prospect finds the price in your Proposal document is the minute they tune out. Instead, we choose to discuss the price as an hourly rate, something that we call Reduce to Ridiculous, and something that is calculated when our Partners utilize our Configurator to price out a deal.

IT’S OK TO KEEP QUIET:

After you hand out the Proposal, give it a few minutes to sink in. The prospects will be searching for the price that you’ve chosen not to include. After they realize it’s not there, they will be forced to re-engage with you rather than keeping their nose in the paper while you’re trying to close the deal. If you think of every proposal as a customized fingerprint, the process will become easier.

SPELL IT OUT VISUALLY:

As lovely as the many-paged proposal document you created is, the prospect likely doesn’t understand a word of it. Instead, we like to explain our solutions using a Visio drawing that spells out exactly what our prospect’s network looks like now, and what it will look like after we bring in our solution. This creates an opportunity for the prospect to gauge using something they understand, pictures, rather than relying on tech speak in a proposal document.

______________________________________________________

Now you have the basics of the CharTec MSP Sales Process. We could give you all the tips in the world on perfecting the managed services deal, but they mean nothing if you don’t practice, practice, and practice. As you go through the paces, the steps will become second nature to you and you’ll find yourself worrying more about what suit you’re going to wear, than about what you’re going to say.

See the outline for this series below: