Most people in selling roles have wrestled with this question. One approach does not fit all situations. Some ideas that can help you decide how to proceed…
Key Factors
There are many to consider…here are some of the primary ones:
- Role(s) of client contacts you are working with?
- How well do you know the contacts?
- History with your company and you as the salesperson?
- Style (e.g. detail oriented, executive overview preferred)?
- Will your document be shared with others before the presentation?
Examples when to walk thru / email ahead
- Walk thru – New working relationship with a customer. Not likely they understand the value your company provides. Might be better for you to walk the customer thru the proposal real-time.
- Email ahead – Strong existing relationship with a customer. Internal “coach” has track record of helping drive deals forward.
Still not sure what to do?
YOU are the best person to promote the value of solutions you are offering. When is doubt, start with a more conservative approach where you are reviewing your proposal with key client contacts before sending. This can provide real-time exposure to their interests, objections and how a decision will be made.
Feel free to contact me directly for ideas and/or help on this or other topics!
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