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Insights on
Sales Proposal
- SIDDHARTH BHATT
"Knowing is not enough; we must
apply. Wishing is not enough; we
must do."
- JOHANN WOLFGANG VON GOETHE
What is a Sales Proposal?
- Sales Proposal is a document used by an individual or business to demonstrate about their products
& services to the prospective customer.
An flawless Sales proposal will help you achieve the following aftermath:
It indicates that you have thoroughly understood the needs of prospect.
It assures the prospect that you’re the best solution available to them.
It influence them to take necessary steps.
Steps to professional proposal
1. Analyze your prospect.
2. Conduct a virtual analysis on your most successful customer.
3. Include your Unique Selling Proposition (USP).
4. Use Copywriting best Practices.
5. Build a sales proposal Template.
6. Make it easy to accept and move forward.
Analyze your prospect
Playing a bluff game without understanding the exact needs of your prospect it may lead to an
unexpected outcome.
How to analyze? Or things to research about your prospect.
Key Action Example
What are their objectives? Problems & challenges they want to be resolved.
What is their budget? will it be a negotiable or a non-negotiable amount ?
Stakeholders & Decision Makers Who do you have to tailor your wording to?
Their Urgency Is it a crisis issue or they want to resolve it slowly & steadily
Once, the research is completed note down the key words & phrases that the prospects is using to describe the
situation and try to replicate and include them in your proposal so as to make them feel truly heard.
Conduct a virtual analysis
on your most successful customer.
To gain the best insights one have to combine the above research with the data about your existing
customer. Specially the best ones.
How to select the most successful existing customer :
Been with
you the
longest.
Spent the
most money
with you.
Made the
most repeat
purchase.
Referred the
most
business to
you.
They usually have a mix of
these traits or even all of them.
Once you’ve identified them,
analyze their experience as
your customer—their
communication with you in
that process—as well as your
conversations with them when
they were still a prospect.
Recall their process as they evaluated, and ultimately picked, your
solution as the best one. Look through customer service logs, sales calls
notes in your CRM and any other indicators of their objectives, budget,
urgency and main pain points.
Include your
Unique Selling Proposition (USP)
A unique selling proposition (USP for short) is the one thing that separates your business from the
competition. It’s not just a tagline on your website; it’s the backbone of all the communications you
do, including branding, marketing, PR, customer service and, of course, sales conversations.
USP can be:
Your unique
advantage
compared to
other agents
A process or
experience
unique to you
Credibility based
on extraordinary
results you’ve
achieved
Use Copywriting best Practices.
Websites, social media ads, billboards and any other form of marketing you can think of all rely on
great copywriting. Without it, the marketing message could be unclear.
The same goes for your sales proposal. Use these copywriting principles to strengthen your proposal:
Use headings, bullet points and short paragraphs
Use storytelling principles in your sales pitch, making each part lead naturally into the next
Only make it as long as it needs to be (avoid unnecessary words and filler text)
Use active voice to make your copy more engaging and immediate (e.g. ‘see the results’ instead of ‘the results can be seen here’)
Use high-quality graphics if they can add to your key messages
Build a sales proposal template
Instead of working from scratch every time you’re pitching a potential customer, build a sales
proposal template you can customize to each new prospect.
This way, you’ll save time in the pitching process while also making sure you’re not forgetting any of
the key elements of your proposal.
Make it easy to
accept and move the deal forward
How does your prospect move forward and buy from you or hire you? Have you made it difficult for
them to do so?
Remove as much friction from this crucial step as possible. This friction is one of the main
reasons your clients aren’t signing your sales proposals. For example, if they need to select one
option and sign it, there are two very different ways they could do it:
1. They email or call you to pick an option, receive a contract from you, print it, sign it, scan it, and
wait for your confirmation
2. They click on their preferred option and e-sign your contract within minutes
Nothing happens until something moves.
- Albert Einstein
Credits: Pipedrive blogs
Thankyou

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Insights on sales proposal

  • 2. "Knowing is not enough; we must apply. Wishing is not enough; we must do." - JOHANN WOLFGANG VON GOETHE
  • 3. What is a Sales Proposal? - Sales Proposal is a document used by an individual or business to demonstrate about their products & services to the prospective customer. An flawless Sales proposal will help you achieve the following aftermath: It indicates that you have thoroughly understood the needs of prospect. It assures the prospect that you’re the best solution available to them. It influence them to take necessary steps.
  • 4. Steps to professional proposal 1. Analyze your prospect. 2. Conduct a virtual analysis on your most successful customer. 3. Include your Unique Selling Proposition (USP). 4. Use Copywriting best Practices. 5. Build a sales proposal Template. 6. Make it easy to accept and move forward.
  • 5. Analyze your prospect Playing a bluff game without understanding the exact needs of your prospect it may lead to an unexpected outcome. How to analyze? Or things to research about your prospect. Key Action Example What are their objectives? Problems & challenges they want to be resolved. What is their budget? will it be a negotiable or a non-negotiable amount ? Stakeholders & Decision Makers Who do you have to tailor your wording to? Their Urgency Is it a crisis issue or they want to resolve it slowly & steadily Once, the research is completed note down the key words & phrases that the prospects is using to describe the situation and try to replicate and include them in your proposal so as to make them feel truly heard.
  • 6. Conduct a virtual analysis on your most successful customer. To gain the best insights one have to combine the above research with the data about your existing customer. Specially the best ones. How to select the most successful existing customer : Been with you the longest. Spent the most money with you. Made the most repeat purchase. Referred the most business to you. They usually have a mix of these traits or even all of them. Once you’ve identified them, analyze their experience as your customer—their communication with you in that process—as well as your conversations with them when they were still a prospect. Recall their process as they evaluated, and ultimately picked, your solution as the best one. Look through customer service logs, sales calls notes in your CRM and any other indicators of their objectives, budget, urgency and main pain points.
  • 7. Include your Unique Selling Proposition (USP) A unique selling proposition (USP for short) is the one thing that separates your business from the competition. It’s not just a tagline on your website; it’s the backbone of all the communications you do, including branding, marketing, PR, customer service and, of course, sales conversations. USP can be: Your unique advantage compared to other agents A process or experience unique to you Credibility based on extraordinary results you’ve achieved
  • 8. Use Copywriting best Practices. Websites, social media ads, billboards and any other form of marketing you can think of all rely on great copywriting. Without it, the marketing message could be unclear. The same goes for your sales proposal. Use these copywriting principles to strengthen your proposal: Use headings, bullet points and short paragraphs Use storytelling principles in your sales pitch, making each part lead naturally into the next Only make it as long as it needs to be (avoid unnecessary words and filler text) Use active voice to make your copy more engaging and immediate (e.g. ‘see the results’ instead of ‘the results can be seen here’) Use high-quality graphics if they can add to your key messages
  • 9. Build a sales proposal template Instead of working from scratch every time you’re pitching a potential customer, build a sales proposal template you can customize to each new prospect. This way, you’ll save time in the pitching process while also making sure you’re not forgetting any of the key elements of your proposal.
  • 10. Make it easy to accept and move the deal forward How does your prospect move forward and buy from you or hire you? Have you made it difficult for them to do so? Remove as much friction from this crucial step as possible. This friction is one of the main reasons your clients aren’t signing your sales proposals. For example, if they need to select one option and sign it, there are two very different ways they could do it: 1. They email or call you to pick an option, receive a contract from you, print it, sign it, scan it, and wait for your confirmation 2. They click on their preferred option and e-sign your contract within minutes
  • 11. Nothing happens until something moves. - Albert Einstein Credits: Pipedrive blogs Thankyou