The sales cycle comes to a head when you propose your solution.  At this point you know what the customer is trying to accomplish, their needs and issues and what will compel them to make a decision.  Your proposal provides them with a way to actualize their intent. As soon as the proposal is submitted the risks of the decision become more important.  This is why proposing the solution is more than just building a solution; figuring out what it will cost, and writing the proposal. It is about orchestrating a series of events designed to sell the proposal by building the customer’s urgency to make their buying decision.

By the time your reach the closing phase of the sales cycle you have a single purpose.  Get the contract signed.  Closing is a stressful time filled with anticipation, frustration and excitement.  The closing process helps you keep emotions under control and ensures that rational minds prevail.

1. Create an offer, so you can optimize the value of your solution.
2. Build sales momentum, so you can control the decision making process.
3. Manage risk, so you can eliminate barriers to the sale.

1. Plan the close, so you are prepared to negotiate a successful and profitable deal.
2. Negotiate success, so you ensure that the final deal will deliver the promised results.
3. Close the deal, so everyone feels good about their contribution to the decision and renews their commitment to the successful implementation of the solution.

How SELL RESULTS can help...

Online & Facilitated Propose Value & Close Fast Workshop integrate value selling, negotiating skills, ROI justifications and competitive intelligence into writing and presenting compelling offers and closing deals so your sales people will deliver more effective proposals, use sales resources more productively and close deals faster.

Custom developed Proposal Planning Guide ensures you make a compelling offer and orchestrate the presentation of the proposal in a way that builds consensus, support and momentum so you have more control over the proposal and closing process.

Custom developed Negotiation Guide to scaling solutions, walk-away strategies and team negotiating gives salespeople clear guidelines for the closing process resulting in more profitable deals that close faster.