The document discusses the differences between quotations and proposals for sales. Quotations focus on price, delivery, and terms, with the price valid for 30 days. Proposals are more customized documents that include an executive summary highlighting benefits, financial implications, and additional information. Proposals should personalize the offer, vary font sizes, use quality paper, focus on the end result, and include the customer. Effective proposals provide the customer 3 options at different price points, are reviewed beforehand, include a contract, and have a call to action.

1. The Sales Meeting 21

2. The Sales Meeting 21
Negotiation Case Study

3. The Sales Meeting 21
Quotation Vs. Proposal

4. Specifications
Price
Delivery
Terms and Conditions
Price is good for 30
Quotations

5. The Customer’s Objectives
Your Recommendations
Summary of Additional Benefits
Financial Implications
Your Additional Information
Detailed Executive Summary
Proposals

6. Personalise the Proposal
Use the Power of the Font Size
Use Good Quality Paper / Card
Focus on the end result
Use “WE” to include the
prospect
Proposals

7. Proposals
Inexpensive
Option
Preferred
Proposal
Expensive
Option
Give them 3 Options

8. Run the “Draft” Past your Key
supporter in advance
Have a Contract Ready
Close with a “Call to Action”
Proposals

9. The Sales Meeting
http://bit.ly/The_Sales_Meeting_Notes21

10. Coming Up
Power Series Business Breakfast
Making Appointments and Selling over the
Telephone
R745 per Delegate (R4000 Table of 6)
richard@richardmulvey.biz