Proposals that lead to closed business more often

Proposals that lead to closed business more often

proposals-that-lead-to-closed-business-write-plan

For proposals that are more likely to achieve acceptance, take a look at Million Dollar Consulting Proposals by Alan Weiss. He recommends a 9-point value-based proposal structure. Here it is:

Current state
Objectives
Metrics
Value/Benefits
Methodology
Timing
Accountabilities
Investment
Acceptance

Do you have a value-based structure for your proposals? Do you invite your prospect into the creation of the proposal? Do you gain conceptual agreement on the objectives, metrics and value of the work before you talk price?
 

Monthly inspiration

“A bird doesn’t sing because it has an answer, it sings because it has a song.”

– Maya Angelou

 

Feel free to share this post with anyone who might benefit. For a collection of sales tips, visit my website www.bruceharrott.com/tips

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