Once a prospective buyer has been identified and qualified, and the ROI of a potential deal and strategy developed, it is time to develop a proposal to present your offering. Occasionally, this step occurs after an initial, exploratory meeting to determine needs. More often in business to business sales, the proposal is the end result of months of fact finding and discussion. truly are, but it can usually be done based on the research already conducted as part of a formal sales.
Business sales training is not complete without addressing this crucial component, which is too often hurriedly put together using a few PowerPoint slides and graphs, resulting in lost sales opportunities.
The executive summary should not be brushed off, as it is the most important part of the entire proposal. A weak executive summary ensures the rest of the document will be ignored.
The remainder of the text is where you get into details — but make sure you have a professional writer and/or editor working with you to keep everything to the point and persuasive.
A recent trend is for sales teams to work more fully with iPads and other tablets with which to make their presentations. This is because business documents are increasingly being read and even signed on tablet and smartphone devices, rather than on paper.
Use this to your advantage. Make your proposal easily digestible via mobile devices:
Business sales training involves a wide variety of skills, and writing proposals is one well worth acquiring. A solid proposal can cut through buyer fear, even in tough markets. A poor one will just raise doubts in the mind of those you are trying to sell. Avoid this by following the tips above, and ensure any business sales training you invest in addresses this topic.
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Kevin Gallagher, Vice President, Information Technology Group Aegis Research Corporation
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