Colleen’s Blog

Never let the final proposal be the first proposal they see.” This is advice that I have given many times in Engage webinars and at sales training sessions to salespeople in organizations both large and small, and I’m often asked to explain in more detail what I mean by that. I’m pleased to do so in this article, because what I have to say in that point is absolutely vital for salespeople who want to improve hitting and surpassing their sales targets.

True or False. It’s a good idea to discuss pricing after submitting a proposal so the prospect has something in-hand to review?

You can answer in our quick survey at www.EngageSelling.com/survey and then be sure to join us on January 20th, for a special Q&A call where I will be personally addressing the challenges you say are holding you back. (So you can make 2011 your best year yet!).

Last year I noticed a number of new sales strategies being employed by sellers worldwide. Some worked. Some didn’t. Regardless of your success I applaud you for trying something different last year. You are smart enough to recognize that the markets have changed and buyers have changed too. In order to succeed, sellers must change as well. With that in mind, let’s look at 5 sales strategies used in 2010 that should be continued in 2011.