The world of business is constantly evolving. Methods and metrics that worked even as recently as a year ago do not cut it today. When the marketplace is changing, the way you conduct business needs to keep up. This includes your sales processes. All your business communications, including your sales proposals, should reflect this. Your sales proposal should: State the…
Continue reading The New Rules of Winning Sales Proposals
Sales deals are rarely achieved over one meeting or based on the very first proposal sent out. Your prospect is bound to have some concerns regarding the desired outcome. It could be related to anything: from the methodology being used; to the timeframe or the pricing. This is where you step in, have a discussion with the client and negotiate…
Continue reading Negotiating for Better Results
Meeting your targets can be a stressful experience for many sales executives. Especially if you have several leads in your pipeline and none of them seem to be converting at the rate you would like. This can lead to chaos and confusion about how you should prioritize during the sales process. This is where good time management skills can help….
Continue reading Managing Your Time in the Sales Process
Close to 95% of your sales proposal is text. Sure, there are graphs and charts and pictures, but a bulk of what you are trying to say is text. And your prospect is going to take a decision based on the written material you present. Your language needs to be sharp and clear. But it also needs to be convincing…
Continue reading Using Convincing Language to Close the Sale
The executive summary is the first section of your sales document the prospect is likely to read. For decision makers who do not have time to read your proposal in-depth, the way you craft your executive summary has a great effect on how soon they will read it completely – and how soon they will respond. WHY IT IS IMPORTANT…
Continue reading Crafting a Great Executive Summary
