proposals Archives

Four Steps to Managing Customer Objections

August 19, 2014August 19, 2014 by Bob Schultek

Managing a customer’s objection to your proposal involves discovering the motive for the objection, plus determining if the objection can be overcome. If a customer is ready to do business but still has some concerns, these 4 steps can help you deal with the open issues and progress towards agreement with the customer. 1. Find a point of agreement. When a customer challenges you or your proposal (“Your price is high”), don’t counter or debate …

3 Ways To Increase Orders From Opportunities

August 13, 2014August 12, 2014 by Bob Schultek

You probably recall a time when you failed to act quickly enough to take advantage of an opportunity. We tend to realize missed opportunities after the fact. Evaluating and responding to new opportunities is a key growth driver. Your team may be so consumed with the tasks at hand that they don’t recognize the potential of a new opportunity when it appears. 1. Recognize the opportunity. Not every opportunity is worthy of extra focus, so …