The idea of being proactive is a positive one in many different areas. In sales, an increasing number of businesses are changing the way they do business, including preparing sales proposals that are proactive to help them increase their wins in a shorter period of time. An increase in competition has made it even more difficult to gain clients using a traditional approach. But exactly what is the difference between reactive and proactive sales?

Reactive Sales

When a sales business throws a sales proposal out to a client in response to an RFP, the next step is to wait for a response that may, or may not, come. If it does, the sales company then reacts to that response. The process is more like a slow-moving conversation where each party keys off of what the other one has to say.

The biggest problem with reactive sales is that a lot of time is spent not making any progress. The sales company receives a RFP, creates a proposal based on the details in the RFP of what the client is looking for, and then they wait to see if the client decides the sales proposal answers their questions effectively enough to make them the right choice for their project. A reactive sales rep waits on the client to come through the front door before they try to sell them their product. The entire process is in the hands of the client.

Proactive Sales

Being proactive means thinking ahead; projecting what the client might respond in a positive way. Instead of taking a passive approach, sales reps learn more about the potential clients and the details of the project they are working towards. They pursue clients to increase the number of sales they make and increase their number of wins.

The proactive sales rep learns about the potential clients and the competition that is working hard to gain the market share. They look to other sales reps’ success to learn what works and why. They arm themselves with the information they need to create the best sales pitch possible and prove to their customers that they can provide them with the best solutions in ways they haven’t even thought of. Qvidian proposal software makes creating a proactive sales proposal more efficient and faster with automated proactive sales proposal software.

Why Technique Matters

The pool of potential clients becomes much less promising when more competition is added to the mix. A proactive approach can increase the reach of your company to include more business types that may benefit from what you have to sell. For example, if you are selling insurance, you can focus on the specific insurance needs of different types of businesses and expand your clientele. At the same time, use a proactive sales approach to approach the client and let them know what you can offer them and why it is important to their business. Many sales companies have already learned the many benefits of being proactive when it comes to promoting their products with the perfect pitch.

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