Winning Proposals
24 Minute Sales
POINTS
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| Module 1 | 24minSales | |
| Unit 1 | 24 Minute Sales Pretest | |
| Unit 2 | Program Overview | |
| Unit 3 | Essential Sales Skills | |
| Unit 4 | Offerings Benefits | |
| Unit 5 | Segment Your Clients | |
| Unit 6 | Sales Funnel Stages | |
| Unit 7 | Gaining Prospects | |
| Unit 8 | Sales Qualifications | |
| Unit 9 | Winning Proposals | |
| Unit 10 | Closing your Sale | |
| Unit 11 | Project Management | |
| Unit 12 | 24 minute Sales Posttest |
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Hi. In this video, we will learn about how to submit an effective proposal.
Proposals explain to clients how our solutions meet their needs. They are time consuming to produce so they should only be put together after good qualification of the opportunity.
Here are 5 essential components in winning proposals:
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Summarize the proposal in an Executive Summary. Most clients would read this section so you should leave it till the end to ensure you have covered all key points.
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Have a section that shows that you Understand the Clients’ Needs.
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Include a section that outlines Your Solution to those needs.
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Include an easy to understand Financial Investment section. Always refer to your sales price as an investment and not cost and as much as you can show the Return on that investment. You can also put a next steps inside that section.
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Appendices to cover all other standard information, like your corporate profile, implementation methods, solution features etc..
The proposal’s main body can be short and effective, but has to be customised for each client. The appendix material on the other hand, can be prepared ahead of time and reused in proposals efficiently.
Remember, proposals reflect of your company’s professionalism, so make sure they give clients a feel of the quality of service they can expect from you.
So that Annie doesn’t spend much time preparing different proposals, she creates a standard appendix that includes information about her product, company, team, and reference. She then creates a simple 2/3 page document that she develops for each prospect to focus on the needs that she identified and the solution she can provide for her needs. She efficiently creates these proposals and sends them across to her prospects. Out of the proposals that she sends, a little more than half of the prospects call her in to negotiate. The rest either tells her that they went with another offer from a competitor or that their priorities have changed.
If opportunity doesn’t knock, build a door. Milton Berle