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Birgit Kuester December 27, 2021 Proposal

Hi, thank you for joining me again. I'm often asked what are the best techniques, or what are the techniques that the best sales people use to increase their closing rates. And one that is not necessarily new. But thoroughly underutilized is the technique of submitting a draft proposal. So, what I mean by a draft proposal is a proposal that says and encapsulates everything that you have agreed with the prospect except for the price, so that the price has moved aside. Now, the reason why you want to do this is you want to meet with a prospect, and you always want to understand what issues.

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And what kind of outcomes they want. In other words, you want to understand what kind of value are you going to provide, to the prospect. To solve their issues, and give them the outcomes that they're looking for. What value does, that mean in terms of improving their sales, or improving their lives, or improving their business, in whichever shape, or form you're talking about. Now, the second thing I would do is to send a draft, once you have a thorough understanding of what the issues, and outcomes, and value, you're going to provide, I would send a draft that encapsulates all of that. But again, does not include any kind of mention of the fees. And I think, this should be understood with the prospect when you first meet them.

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And the last thing you wanna do is think of what you're gonna be doing for the prospect when you get out of his or her office, and you go back to yours. You want to make sure that you understand exactly, how you're gonna help them with. So that, there's total understanding, and then you can work on the fees when you are finalizing it. So, I hope that helps. That's how you create a draft proposal in order as a step, in order to increase your closing rate. Thank you.

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I often say, listen, I'm gonna send you a draft proposal. It's not gonna include fees. What I would like you to do is to read it and give me your comments, your feedback, do you agree with the approach. And you will find that a lot of prospects that are serious. Do this and they will give you that feedback. The third thing to do is when they give you the feedback is to amend your proposal, and include your fees, and submit it. And what I would do as a follow -up to this is to agree to the prospect to meet them, and to get their feedback on the feeds. This is a great technique to use when you are trying to build a relationship with the prospect, and you wanna make sure that your proposal is sound.