Making a proposal is not selling.
Anyone can make a proposal. Salespeople must learn to qualify thoroughly before making a proposal.
They must learn how to get a commitment from the prospect that if the proposal meets their needs, they’ll give them the order. (Try getting this commitment without properly qualifying. It doesn’t work.)
Fill your pipeline with quality, not quantity.
All discussed in this weeks episode of Monday Sales Coach plus a lot more.
By inserting “if” into demos we telegraph to the buyer that we have little understanding of how their business works, what’s important to them, or what they need.
It’s ill-prepared sales people who are unfamiliar with the business processes, goals, objectives, and needs of their prospects use “if-then” statements Sales people use “if” as a way to sling features like spaghetti at a wall to see what sticks.
Sales people who use “if” in their demos are hoping that by saying if you use this or if you do this or if you have that, the buyer will eventually say “yes,” we do have that, or we do use that, in order to figure out what the prospect needs.
This type of selling is lazy and doesn’t do anyone any favours.