How many times have you given your same old pitch and had the feeling that the customer had heard it all before. You get the feeling the customer is just going through the motions, while all he is thinking is how much will this cost? If you do most of your selling and proposals over the phone, you do not get the opportunity to actually pitch the proposal yourself. If this is your situation, it becomes more important than ever to be different.

So, what are you going to do to be different? The first step is to speak your customerâs language. In your search for particular wants and needs of your customer, use the verbiage of your customer. If he or she refers to a laptop computer as a notebook, and that is what you are proposing, call your laptops notebooks. Little things like this are small deposits in your customerâs emotional bank account. It will make your prospect feel like you listened to his or her needs.

How do you take notes, and listen accurately at the same time? That is the tricky part. One great way is to tape record any or all phone calls with your customer. This might sound drastic, but it works. Tell your client that you are going to record this call because you are not the greatest note taker. Odds are good your prospect will appreciate your sincerity to get the job done accurately. The advantage of recording a conversation is threefold. First it relieves you from taking notes which will allow you to listen better. Second, it will help you to put your proposal together. You can play the conversation over and over to listen for key phrases, commitment, and responsibility for the next step. Third, remember the 80/20 rule. Do 20% of the talking and 80% of the listening. Tape recording phone calls also reveals how you sound during a call. Do you talk too much, too fast, or too slow? Can the customer get a word in edgewise? If you are like me, listening is not your greatest quality. After an on-site visit with your customer, call back a day later and explain that you are working on the proposal and you want to clarify some points. This is a good time to record the conversation. If your prospect says something you do not understand, ask for clarification. Assume nothing. You might learn something.

When putting together the proposal, a good idea is to put your customerâs logo on your proposal beside your companyâs logo. This creates a sense of partnership. Today, with the Internet, it is easier than ever to get logos. This will also show you have reviewed their web site and care enough to explore the site. Just think of all the information you can gain from the site: key management, companyâs mission, financial statement, and new products. Again, this demonstrates to the customer that you are doing more than just giving your standard proposal.

Remember, the point of a creative proposal is to be different. If you sell in an industry that has many competitors, you definitely need to set yourself apart. Just as you would like to take the cold out of a cold call, you should also try to make your proposals as customer-friendly as possible. Use their terminology, incorporate their logos, and check out their web site.

These are just some things that might help you out sell your competition