Episode 135 - How to Work Out If You Will Win the Business

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



Today we're going to talk about how you can find out if you are
in the front running position to win a sale.  




Here’s the scenario; you have been contacted by somebody, and
they have requested that you send through some sort of a
proposal. You're trying to work out whether this is
worth your time or whether you are doing what's sometimes
referred to as the bad singles dance, lining up only to be
compared on price and commoditised.  




I find extremely interesting that about 95% of request for
proposals go absolutely nowhere. The way that this
typically goes down is someone says, “okay, we need to
talk to x type person, we need to get somebody in to do this
particular job”, or “we need to call somebody and buy
this particular product”. 




What happens most of the time is that this is tasked to an
executive assistant, a lower-level type employee, or a middle
manager, etc. The list of people who could be tasked with
that particular job is pretty long, but the important
thing to consider here is, what are they going to do to
complete such a task? 




Firstly, they're going to say, “who did we buy from last time?”
They're going to ring that person and say, “Hey, I know we
dealt with you guys last time, can you send us a quote for x,
y, z?” 




But here is where things get complicated because in most cases,
the instruction that they would have been given is to get three
quotes. So, now what are they going to do? They've got the
person who did the work last time, and now they've got to get
two other quotes, probably by doing a Google search. 




So, the question that you should ask is how do you know if you
are actually in the front running? Or if you are just
window dressing for the person that they're going to choose
anyway?  




Listen to this episode to learn how you can identify whether
you are just wasting your time, or whether you
are actually being considered as the primary option.
I know this is going to be incredibly valuable for you, and
honestly, I can't believe I haven't talked about this
previously because being able to make this distinction will
save you a lot of time, money, and stress when doing
business. 



To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.


Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.