At a recent training session with we had a discussion about emailing proposals vs. presenting them in person. The discussion was very heated with many sales professionals opting for the electronic way because of speed, efficiency, and scale. On the other hand some more traditional folks wanted to look the customer in the eye the" old fashion" way and react to objections and concern on the spot. I felt like the exchange was taking on biblical proposition that required a definitive black and white answer!
The critical business principle in most B to B situation is the proposal is the culmination of a sales process that takes place within normal time frame in the sales cycle.
Thus the proposal is a significant event to close the deal, it therefore must be positioned / presented with its greatest impact in mind.
Also we need to consider the size of the account, logistics and the relative probability of closing using the proposal as the final element in the sales process.
In most instances if personally presenting the proposal is a viable, considering cost and logistics I would opt for it.
There is simply no replacement for presenting the proposal personally and managing the normal objections, questions and next step as they happen.
Yes you can do videos, go to meetings etc., but people still by from people and the best practice is look them in the eye and get the order in person.
Copyright © 2014 Dave Neal
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