Saying "I'll send a proposal" kills sales momentum. Buyer excitement is highest during the conversation. Capitalize on it by having a call-to-action with a checkout or deposit link directly in your offer document, allowing them to commit immediately before life gets in the way.
Don't pitch features. The salesperson's role is to use questions to widen the gap between a prospect's current painful reality and their aspirational future. The tension created in this 'buying zone' is what motivates a purchase, not a list of your product's capabilities.
The phrasing of a referral request dramatically impacts its success. Asking a satisfied client "Who are the one or two people that you feel would be a great fit?" is a presumptive command that prompts specific names, unlike the easily dismissed yes/no question, "Do you know anyone?".
Most sales are lost to inertia, not rejection. Implement a specific, escalating follow-up sequence (30 mins, 60 mins, next day) after sending an offer. This disciplined approach isn't pushy; it helps busy prospects make a decision while their interest is at its peak.
Introduce a significantly more expensive, highly customized version of your service alongside your main offering. This price anchor makes the actual product you want to sell appear like a fantastic deal, even if it has a high price point, thereby increasing conversion rates.
By proactively asking about potential deal-killers like budget or partner approval early in the sales process, you transform them from adversarial objections into collaborative obstacles. This disarms the buyer's defensiveness and makes them easier to solve together, preventing them from being used as excuses later.