Building an effective proposal is never easy. There is a lot of time and effort involved.
To help streamline the process, we have put together a short list of things you can do to help you create a winning proposal.
1. Research Your Prospect
Starting out, you should always research the company your prospect works for and their industry. This shows that you are tuned into not only them but their companies’ processes, offerings, values and services.
A proposal should offer insight into how you can provide a solution to the problems your prospect may be having.
2. Provide Value
It isn’t just about “winning” the client over, it’s about providing value to their business with your offering. The head of the company is going to be looking for how you can attain ROI for them.
You must show all parties the clear ROI you can offer them. This way, your solution has statistics/guaranteed ROI to back it up.
3. Don’t Oversell
Salespeople tend to be very talkative however there is a line we must not cross when it comes to a proposal. Overselling can put a potential client off.
Once a potential prospect thinks you’re being dishonest with them, they could doubt your entire proposal and the trust you have with your prospect could dissolve.
4. Add Your Personality
Don’t let your sales pitch fall on deaf ears. Adding your personality and a little flare can keep a prospect focused and intrigued to find out more.
Follow business conventions but let them know about how passionate you are about their business and your solution.
5. Discuss Pricing
Money will always be a big factor in a company's choice. Outline the costs and show your prospect how they compare to other competitors.
Show your prospect the value you can add to their business first and then you can justify the cost further on in your proposal. Being honest and transparent with a prospect can go a long way.
Learn How To Increase Sales With Sandler
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Sandler breaks the conventional rules that make the sales process ineffective and demeaning. We teach honest, no-nonsense sales techniques that get results while preserving the sales professional's self-respect.
Prospects are treated as they want to be treated: as intelligent, thinking individuals; BUT, the prospect NEVER controls anyone who masters the Sandler Selling System.
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