5 Keys to a Sales Proposal that Closes Deals You need to know NOW скачать в хорошем качестве

5 Keys to a Sales Proposal that Closes Deals You need to know NOW

Be sure to download Marc's incredible e-book on "25 Tips to Crush Your Sales Goal!" Just go here to get the e-book instantly: http://www.marcwayshak.com/opt1/ Sales Proposal Tip #1: Keep the sales proposal under three pages. There’s such temptation to put everything you've got — the entire kitchen sink — into your sales proposal. But the problem is that when you're giving a really big, long sales proposal to prospects, you're just giving them homework.     Imagine if someone came up to you and gave you a binder full of content, and just said, "Here. Read this. Oh, by the way, we want your money." It just doesn't make sense!     Proposals must be short, and if your sales proposal is three pages, chances are it's already too long. Our proposals are always about two pages max.     Sales Proposal Tip #2: Begin by restating the prospect's core objectives and challenges.     Your sales proposal can't be boilerplate in this regard. It’s tempting to give every prospect essentially the same sales proposal, but this step requires that you put some real thought into the conversations that you’ve already had with the prospect. If you don't know your prospect's core objectives and challenges as a result of your previous conversations, then you're not ready for the proposal. So this also forces us to be really thorough in the discovery phase of the sale, to really understand what they most care about. Sales Proposal Tip #3: Create three options for working with you in your sales proposal. The reality is that you never know exactly what a prospect is going to want. Even someone like me, who does a really thorough, two-hour discovery meeting with my consulting clients, never really knows. Will they be willing to go for the high-end option? Or do they want the bare essentials? By creating three options for working with you in your sales proposal, you're creating a level of optionality. On the low end, you're going to have the minimum option for working with you. It's going to be pared down. It's going to be basic. It's almost like a first step of sorts. But it's also less expensive. Sales Proposal Tip #4: Only address the prospect's stated issues in your sales proposal. Your prospects don’t care about everything that you can do for them. All they care about is that you are going to do what you need to do in order to solve their challenges. So, only put in the proposal the solutions to the stated issues that you have already discussed. Have you ever been in a sales situation where you were just on the goal line, you were about to close the sale, and then you say, "Oh, by the way, let me show you one last thing that we can be doing."       Sales Proposal Tip #5: Make the sales proposal a contract that can be signed. This is really important. There's a tendency to have to make a second step after the prospect accepts the proposal. So, the prospect says, "Yeah, we'll move forward. We'd like to go with Option Two." And then you say, "OK, great. I'll send over the contract." That simple step is now creating a barrier to closing the sale. Because life happens. Your prospects are busy. So, there you have it. Now you know 5 keys to a sales proposal that closes deals. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section to get involved in the conversation.