Walk Them Through the Proposal
Never just email a proposal and wait; book fifteen minutes to take the buyer through it, and ask for a choice at the end.
Practitioner advice found in most consultative selling books; not studied.
Why it works
A PDF in an inbox gets skimmed for the price and forwarded without context. When you are there, you can answer doubts as they come up and ask for a decision.
How to do it
- Book the walk-through at the end of the meeting where you agree to send it.
- Send the proposal shortly before the call, not days earlier.
- Go through it in order: their situation, goal, approach, proof, options.
- Pause after the price and wait.
- Ask which option suits them best, then agree the paperwork.
What to say
I'll send the proposal tomorrow. Can we take fifteen minutes on Friday to go through it together?
That's everything. Which option suits you best?
Avoid
Following up with: did you get a chance to look at it? That hands control to the buyer and usually gets silence.
Example
Isha had sent five proposals by email that month with no replies. For the sixth, to a Vadodara agri-chemicals firm, she booked a call to go through it. The HR head and the plant head both joined, and they picked the middle option on the call.
Practise it
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