Best Practices for Sales Proposals Barry Rosen

Top Performers: Four Do’s  Begin with the customer’s needs  Eliminate jargon  Show compelling ROI  Use design to emphasize key points

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Begin with the customer’s needs

Top Performers: Four Don’ts  Rely on reps to write  Use generic boilerplates  Lengthy company histories  Use “Proposal” as title

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Rely on reps to write

Try This Exercise Evaluate two recent proposals from each rep: Customer focus Consistency “ Skimmability”

Evaluate two recent proposals from each rep:

Customer focus

Consistency

“ Skimmability”