I’m a huge, HUGE fan of following a process or system. And even making a sales proposal has its own process too! I will let our guest in today’s episode, Jason Swenk, explain that to you more. When it comes to making proposals, Jason is the man!
Jason Swenk helps digital agency owners scale and get to the next level. He helps people get to wherever they’re trying to go… QUICKER!
Jason can help you learn how to convert 80% of your B2B proposals while spending less time with it (in fact, less than 15 minutes on each proposal). You simply have to walk through the process.
Here are the highlights of my conversation with Jason:
How to successfully convert your proposal in B2B sales:
Get it in the right order and do it in the right way.
Yep! You get them to sign the proposal when you REVIEW it with them. Qualify them first.
Your proposal protects you later on. Make sure they understand everything. That’s what the proposal is for.
Steps in Qualifying:
Does their need match up to what you can deliver to them? Can you deliver it?
Be the reverse auctioneer and a budget buster. Ask for their budget (start with higher to lower range).
Make sure you talk to the decision maker. Ask.
Make sure the timing is right.
Getting to the Proposal: The 3 I’s
What’s their biggest issue? This allows you to understand what to focus on.
What’s the impact on their business?
How important is it to them? This is where your follow-up strategy comes in.
Strategies for Closing:
How to Quickly Build a Proposal:
Strategies for Making Your Executive Summary in the Proposal:
Jason’s Major Takeaway:
“Don’t send the proposal.”
Check out Jason’s website www.jasonswenk.com
Get Jason’s proposal template www.jasonswenk.com/proposal-template
Dive deeper into Jason’s proposal process and go to www.jasonswenk.com/proposal
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.