Far
too many salespeople consider the proposal as an early step in the sales cycle.
Instead, listen to value selling training experts and wait until you are deep
into the sales process.
It
is the document that pulls together all the conversations you have had with
your buyer…including price.
You
have done your discovery work and you and the buyer agree upon the current
situation, complications, implications, approach, and value. Now your contact
needs to sell the project internally. Make it as easy as possible for them to
succeed by:
- Labeling it as a DRAFT. This way you and your buyer can work together to change the language and adjust as other stakeholders provide feedback and get more deeply involved in the decision making process.
- Keeping it specific to your client. Though you may have a template that is supposed to “fit all,” your proposal should be tailored to your buyer’s specific situation, strategy and culture. Make sure that the language you use has come from your client and is not seen as boiler plate.
No comments:
Post a Comment