Customized proposals take time. The time lag between an initial meeting and a presentation puts the salesperson at risk of losing the deal.
A salesperson needs to understand
That someone with less money to spend doesn’t need Telegram Data an amazing proposal with a PowerPoint with music.
When a prospect on a budget has just responded to your passionate storytelling and made an emotional decision to buy, you can’t give them additional time to think about the logic behind their spending.
By doing this, you run the risk of other, possibly more urgent, business issues coming to light.
Time kills business. Not bad luck.
When time passes between a prospect’s initial enthusiastic response and a salesperson’s personalized presentation, the prospect often tells you that they can’t move forward because they have to deal with something random, like a broken water heater. You might think this is just bad luck.
Well. It’s not. It’s predictable. A broken water heater is just analogous to all the possible scenarios that can happen in the few days between your prospect’s “yes” and your signature.
What if one of your competitors comes in with an amazing package?
What if a key decision-maker quits to take a new job? What if your prospect’s spouse tells them about a friend who wasted a ton of money on a similar purchase?
Not only can any of these things happen. The China Numbers are also very likely to happen. Time kills business. It’s that simple.
So. What can you do? How can you give your prospects the personal attention, personalized proposals, and leads they expect and deserve, and still avoid deal-killing delays?