Selling to Anyone Over the Phone

To Prepare

1. Have all your needs assessment questions answered by the customer.

2. Have your ideas clearly thought out and understood so that you can present them in the best light.

3. Have the customers’ names spelled correctly.

4. Make sure you know who is to receive copies of the proposal.

5. Use the customer’s company colors somewhere in the binder, and as often as possible. (For example, if the customer is The Coca-Cola Company, use red binders, etc.).

6. Focus on the customer benefits throughout the proposal. (For example, “What this means to you is . . . .”)

7. Give customers options so that they can make decisions based on variations of your company’s product offerings.

8. Make the proposal as accessible and interesting as possible. Consider the following ideas: ...