A Professional Vending Proposal

The vending business is very competitive. Good prospects for the services that vending offers are tough to find. When a salesman is finally able to schedule an appointment with a legitimate prospect, he typically shows up and sells his heart out. He has to describe the advantages that his company will offer over the competition. However, even when the salesman performance is faultless, all too often the prospect will ask for a proposal. This should not deter the salesman. Putting together a proposal for your Antares vending business is a positive and necessary step in the sales process. A professional salesman should understand the reasons why the prospect wants a written proposal and he should also welcome the benefits that will accrue to the Antares operation from a well drawn proposal. Here are some of those reasons.

An opportunity, not a setback

1) Both parties will benefit from a written document that clearly defines the rights and responsibilities of the parties to the transaction. Significant capital investments must be made, and the parties contemplate entering a long-term relationship that involves a number of other financial considerations, such as pricing, commissions and hours of service.

2) The presentation of a well drawn proposal enhances the sales process by ‘stroking’ the prospect. It essentially says that the salesman and the Antares operations business have so much to offer in terms of services over the competition.

3) A well drawn proposal also demonstrates a professional approach to solving the prospect’s problems. In fact, many professionals view their first meeting with a prospect as an intelligence gathering mission. They refuse to make an offer to the prospect until they have had an opportunity to carefully analyze the prospect’s needs.

4) A written proposal is a wonderful sales opportunity. It gives the Antares operator the ability to present, in logical order, every persuasive argument that he can dream up to book the account. Professionals understand that it is difficult to control the sales process in a verbal presentation.

The prospect keeps interrupting you with questions, and he may have a limited amount of time for a face to face verbal presentation. A written proposal, on the other hand is usually read by the prospect, in its entirety.