194: The Cold Calling On Zoom Salesperson - Part Four

<p>So far, we have dealt with making the cold call to get a meeting, building trust, getting permission to ask questions, using a four step structure to get information about what the client needs.  Now we deal with how to present our solution.</p> <p>In the face to face world, after asking all of these questions and deciding we can actually help this client, we would go back to the office and put together our proposal, outlining our solution for them and the price.  Given how hard people are to catch these days, if we were well organised and smart, we will have already locked down the date and time for our next call, during this meeting.</p> <p>In the next meeting, we can share our screen with the client.  The client may want the proposal before hand.  Do not do that.  When they get it, what do they do?  They go straight to the last page, idly skipping over all the bits where you have laboriously explained the value of your solution.  They are now solely focused on price to the exclusion of the value you will bring to their business.  No, no, no.  We don’t want that, so resist sending it until after your online meeting.  In a face to face meeting, we would be nuts to hand over the proposal document at the start, because they will go straight to the last page.</p> <p>In person or online, we need to walk them through the document, so that we keep control of the navigation, the pace and the build of our argument, as to why they need our help.</p> <p>If we were sitting in front of them, we would swivel the document around, so that we are holding it on the table facing them, so that they can easily read it.  We take our expensive pen and we point to the bits where we want them to look, when we want them to look at them.  This is vitally important, because we are doing a number of critical steps at this moment.  If we are online, then we are showing our page and we have the onscreen pointer to show where they should be looking, as we control the page advancement.</p> <p>We take them through the context.  We check for