Closing the sale is much easier when
you present your sales prospect
a professional sales prosposal.
Here are three ways to add Pizzazz
and value to your sales proposals.
Remember this is all about closing
Consider first things first. I hope
you are not doing quotes. I hope
you're not using those run-of-the-mill quotation forms. Doing quotes makes me itch. From this point on forget about doing quotes and
start doing value-packed sales proposals.
Look, it stands to reason that you
want your sales proposal to adequately
represent you when you're not there to speak for yourself. Imagine
you're dealing with a committee of five decision makers.
Also imagine they are seated around
a conference table for a 1 PM
meeting to determine who gets the business - and you're not there
to represent yourself. What's left is your sales proposal and it has be
Let's also assume there are four
suppliers involved. Three of the
suppliers have submitted rather boring and bland quotations that
almost scream out, "Hey, here's my price."
The person who wins the --Pricing
game-- is the person with the lowest
price. Unless your company has instructed you to buy the business
(at the lowest price) - don't play this game.
Here are three tips you can use to
put some pizzazz into your
next proposal which will give you a distinct advantage when you try
closing the sale:
1. Here are some cover page essentials.
If there are five decision
makers, be sure you have each decision-maker's name in large type
on the front cover so that everyone gets a personalized copy of your
The biggest thing on this page should
be that person's name. Including
a line that says --Especially prepared for--
might score a few points
as well. I suggest you put the date of the decision making meeting on
the front cover too - not the date you send it. If you do this it will force
you to find out when the decision is going to be made.
2. Include an organization chart
- but not an ordinary one. Create a
chart that includes the names of six to eight people who are most likely
to have some interaction with your potential customer. Traditional
organization charts usually include names and titles. Go beyond that
and include telephone numbers, fax numbers, e-mail addresses, direct
dial extensions and a digital photograph the size of a quarter situated
in the box.
Including this contact information
draws attention to the accessibility of
all key people - and that's exactly what you want. Having pictures simply
adds faces to the names. You can score some major points by introducing
your support team.
this link to your friends and business associates
so they get a copy of Jim Meisenheimer's new eCourse
(delivered via email) The Art Of Closing The Sale.
Your next lesson is about dealing
with price resistance.
You'll get this lesson in 3 days.
Publisher - Start Selling More Newsletter
the link for the 12 Best Questions To Ask Customers