I know that sending out proposals or a certain number of proposals each week is a KPI for many sales teams. The trouble is however that a lot of those proposals stall. The prospect never answers our calls. No response. Nothing.
This is called digital ghosting. We speak to a prospect. There seem anxious to move forward. All the lights are green. They’ve been qualified. They seem enthusiastic. They’re expecting a proposal. But then nothing happens.
Despite our best effort nothing happens. It’s hard not to take this personally.
In fact, this happened to me last week. I sent out $129,000 proposal and nothing happened. This happens to us all. We can’t expect every proposal to be successful but we can think of ways to reduce the likelihood of their being unsuccessful.
So, today we’re going to spend some time together looking at 7 reasons why your team’s sales proposals stall and what to do about when (not if) this happens to them.
Why a proposal is not necessarily what your prospect wants from you
How having too much information in your proposal affects your chances
How you can use the scarcity principle to get prospects to take action now
How the right kind of follow-up (in the right way) can get a proposal unstuck