I was working with a customer a couple of days ago and at the end of our coaching session he mentioned he had an appointment with a new open prospect which they hoped to sign. "Great" I said. "What's the plan?"
The owner commented he'd get them in, have a chat, discuss rates etc. etc.
I said "Why?" "Why what?" he replied. "Why discuss rates?" He said, “Because that's how everyone does it in our industry.”
"Silly me" I said! "Try this and see how you go."
I asked my client to bring in the new customer, thank them for taking the time to come in, and then go to the flip chart. Draw a magic wand in the middle and explain to the customer that that this is a magic wand where anything is possible! Then ask a beautiful question of the soon to be customer. "If you had a magic wand and could build the perfect relationship between a customer and a business like us what would it look like?"
Then I told him to sit down and be quiet. Let the customer map his own proposal. All you need to do is ask for clarity as he goes. Then, when finished, stand up and circle all the things that you do now as a given. Then anything that is a little left field ask him to explain further.
Wham bam thankyou Mam, you have a proposal already done and designed by the customer for the customer! Remember the human brain works in pictures first, words etc. second, so allow your customers to design the perfect proposal, then sign it off.
This client of mine rang me Monday to celebrate "Boiler you are a genius!" he yelled. "Why" I asked?
"We did what you said and the prospect has now signed and for above market rates – all signed on a flip chart!" He could not believe it was possible to sell that way.
Guess what – it is.