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Andy Griffith Parkway, in the 52 Thruway Shopping Center across from Mayberry Mall, since the early 1980s. Its closing was due to the July 31 retirement of the long time contracting agent for the office, Ruth Hawks of Mount Airy, who has been on the job for 35 years. As it now stands, local residents have to travel to other license agencies in either Dobson or Elkin to obtain plates or stickers and receive other services such as the processing of title applications. When the Mount Airy office first closed, Lana Brendle, the N. C. license plate contract agent at the Dobson office, said the closing made for long lines at that office.



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Your new business relationship will be launched in an atmosphere of mutual respect and commitment, with the positive expectation that it will continue indefinitely. You and your prospect will each get what you want, and you'll both feel terrific about your decisions. However, writing a good proposal doesnt have to be painful providing you keep a few points in mind. First, recognize that closing the sale in a business proposal is a process, not an event. It doesnt occur just because you have asked for a commitment or because you have presented all the features and benefits of your product or service. When a customer or prospects agrees to do business with you after reviewing your proposal, it means that you have addressed their key issues and demonstrated exactly how your solution will benefit their company. This requires a bit of strategic planning. Unfortunately, too many sales people spend too much time talking about their company, product or service at the beginning of the proposal. The drawback with this approach is that decision makers are extremely busy which means they dont want to waste their time reading something that has little or no relevance to their situation. Salespeople will argue that this information is critical and that they need to present it in order to show how their solution is appropriate to the customers situation. While this is true, it is essential to direct your initial focus on the customer and demonstrate that you have a good understanding of your prospects issues and concerns. Great proposals often start with an executive summary which highlights the prospects current situation or problem and how this issue is affecting the company. This means you need to ask your prospect key questions during your conversations. In the hundreds of sales training workshops I have conducted over the years, I have discovered that the vast majority of sales people fail to ask their prospects sufficient insightful, thought provoking questions. As a result, they fail to understand the negative impact of a particular problem on the companys business. However, stating the impact of the problem in your proposal can reinforce to the decision maker, the importance of implementing a solution. Closing the sale in a proposal means positioning your solution and demonstrating exactly how your prospect will benefit by using your product or service. Far too many sales people forget this critical element. They discuss many of the features and benefits of their solution but they fail to outline the impact of their solution on the prospects business. The challenge is that the majority of sales people do not discuss this with their prospect. Therefore, they cannot address it in their proposal.

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