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May 16, 2017
Five Ways to Move a Deal Forward

by Mary Cantando, Founder of The Woman’s Advantage, Guest Contributor

If you’ve ever been in a slow-closing situation (and who of us hasn’t?) you may need to present things differently to your prospect. Here are some items you might present to your prospect to keep the deal moving toward a close.

Five Ways to Move a Deal Forward

  1. Present a white paper on the business case for making the change.
  2. Provide case studies featuring the results you provide for your clients. See some good examples here.
  3. Show videos of industry experts discussing the value of a solution like yours.
  4. Provide an assessment to demonstrate the cost of not making the change.
  5. Present reports on industry trends that match up with your solution.
September 6, 2016
Five Ways to Move a Proposal to Close

by Mary Cantando, Founder of The Woman’s Advantage, Guest Contributor

This time of the year, it is common for proposals to get caught up in limbo. People are on vacation. Others are filling in. It seems like no one has the time or inclination to move your proposal forward. So, what can you do?

Determine the top three proposals you’ve got out and figure out one thing you can do to move each one closer to closing. Then do that!

Here are five ways to move them closer to closing.

Five Ways to Move a Proposal to a Close

1. Email the decision maker a direct question. 

You might say, “I want to be sure I give you everything you need. Is my proposal exactly what you are looking for?

2. Send a written card a few days after you deliver the proposal.

You might write something like, “I look forward to working with you. Please let me know if you need anything else from me at this point.”

3. Follow up by phone.

State that you’d like to swing by to discuss a slight adjustment to the proposal that will provide an additional benefit.

4. Follow up via email to offer a new opportunity.

This can be something you had not thought of before, or something standard that you might not have included in the original proposal.

5. Call or email to verify the date and time of your follow up meeting.

Do this several days out.

 

May 3, 2016
Five Steps to Close More Deals

by Mary Cantando, Founder of The Woman’s Advantage, Guest Contributor

Every woman in business is looking for the magic elixir that will enable her to close more deals. I propose the following five-step process.

Five Steps to Close More Deals

1. Develop the ideal package to sell.

Rather than selling something vague like “sales consulting” develop a tangible package by giving your offering a name. For example, “Three-Month Program to Double Sales.”

2. Get qualified leads and follow up with them to set a sales meeting.

Gain leads through networking and other sources and ask them if they would be able to handle the business if they doubled their sales.

3. Ask the right questions and connect your offerings to their answers.

Ask questions to learn about their business and then explain how your offering addresses their challenges.

4. Put your price out in front of them.

Explain your value.

5. Don’t be afraid to close.

After you’ve presented your offering, ask for the sale.

 

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