Great things are often achieved by exceptional people. Mistakes, however, are seldom exceptional. This also applies to the model of business fields I have introduced. Practice reveals typically made mistakes. I want to shed light on them and tell you how they can best be avoided.
You probably know the scene from Monty Python’s comedy classic “Life of Brian”, in which the protagonist, which is on the run, wants to buy an artificial beard. The seller tells him that the price for the beard is 20 shekels, and as Brain is about to pay, the seller says, “Wait a minute! We’re supposed to haggle…” The funny exchange that follows has always stuck in my memory and serves as a symbol for how a sales professional never expects the customer to agree to a price. And that’s the problem
What does the ideal proposal look like? It begins with the client's current situation and a description of the problem. This is followed by the goal, implementation and only then the financial aspect. Avoid details. First read my checklist and then draw up your own.
What can or must you do to promote a customer decision? There are many books dealing with “closing the deal.” But customer decisions are not something that can be brought about at will. One could even say: Decisions are reached when they become possible.
There are sales organizations that regularly draw up lists of pending customer orders. The individual sales opportunities are neatly listed. Every opportunity is assigned an order value and—among other specifications—a probability expressed as a percentage. How do salespeople arrive at these figures?