As behaviors of consumers and businesses change, so should the ways that we write sales proposals. Here are 5 Elements of a Successful Sales Proposal... elements that have been put to use by our firm and others to increase conversion rates on sales proposals.

2. Past
In the past, the salesperson educated the client,
controlled the messaging, and delivered the sale.

3. Information
Businesses and consumers now go online and research
purchases, pricing and reputation without ever contacting your salesperson.

4. Present
Sales professionals today are masters at listening
to the prospect, identifying their needs and closing the deal.

5. 1. Identify the PAIN
Your proposal
MUST start by
identifying the pain
of the prospect.
Now they know
you’re listening and
you can position
your solution.

6. 2. Provide the CURE
Your proposal should ONLY include
the solutions necessary to remedy
the pain that you’ve identified.
No more, no less.

7. 3. Make It
PERSONAL
Write your proposal to the
team that is making the
decision. Reinforcing that you
understand their needs and
their resources will enable you
to position your solution to that
team.

8. Avoid simply listing pricing and payment
schedules. Position the cost associated
with the value that you are providing.
While other vendors may price high or
low, avoid getting stuck in a price war.
Prospects will work with people they
trust and people that understand and
can fix their problems.
4. Pinpoint your VALUE

9. 5. Simplify the MESSAGE
Too much information can disqualify you. Keep your
proposal to a minimum, pinpoint the issues, and
propose the solutions.

10. Recap
Identify the PAIN
Provide the CURE
Make it PERSONAL
Pinpoint your VALUE
Simplify the MESSAGE

11. This presentation has been sponsored by and
Presented in coordination with:
http://www.gettinderbox.com http://www.dknewmedia.com