Recently, we’ve been getting more questions in our consultative selling training course, FOCIS®, about how to handle requests for proposals. The number of RFPs received both by companies and professional services firms seems to be increasing. How can you maximize your chances of winning? Here are two myths about RFPs and three realities we believe can help answer that question.
Why do you think Chicago lost its Olympic bid? There’s a lot of speculation, as you know, and not just in the Windy City. Michael Jordan didn’t step up and Pele did. President Obama left after his “pitch” instead of waiting for the results, snubbing the process. Backroom deals were in the works, and Chicago was still at the front
Most companies can’t identify which factor in their sales and marketing mix would, if changed, result in the most increase in revenue. Frankly, we don’t know what your number one sales challenge is either.. We do, however, have a process for figuring it out. While helping hundreds of companies we have found: Some need strategic help; otherstactical Some need a marketing plan; others
The Chicago Tribune reported today that a consultant in California is gaining fans in the legal world for breaking the mold with his “frighten-ingly powerful” PowerPoint presentations. The article on the front page of today’s Tempo section correctly reports: Images are more powerful than text Using a creative artist to story board the message is powerful Dramatic visuals should replace boring pie
How much time do you and your sales people spend hunting for new accounts v. “tending the soil” (farming) for existing customers? Do you think the balance between the two is optimum? or in line with your stated objectives? How much would revenue increase this year and next if the balance was adjusted to an optimal level? The best balance
Do you rate your ability as a business developer as high as you rate your skill in your area of expertise? If not, you’re probably not reaching your potential for successfully landing new clients and expanding your business with current clients. You need to improve your “batting average.” You can be making more sales to clients and prospects alike. How
During the past few years our firm has built an inventory of ways sellers can create value for their prospects within the consultative sales process-that is, before the sale actually occurs. In a transactional sale, the sales person focuses on price, delivery, and basic terms. But a consultative sale is more complex: The amount is usually high. The risk to the