Tangible Deliverables in Sales and Why They are Important
We have talked about the art, craft and science of writing sales proposals earlier. A sales proposal needs to have structure, flow, clearly defined objectives and language that is easy to absorb. Your proposal also needs to clearly state what you can deliver- and what the end result will be. If you cannot produce the results that your prospect needs, then your proposal will be rejected.
THE INITIAL PROCESS
First off, you need to meet with your prospect and converse with them. Understand their problem inside out, their current financial situation, and why they need your help. Before you sell the benefits, you need to know what the client wants and on what scale. Then look at your own business, your infrastructure, and processes, and analyze whether you can take on their problem and give them a desired result. If you know that what you do does not fit their requirements in any way, it is best to move on and tap another prospect.
PREPARING TO SELL
Once you know what the client wants, you can begin to pitch your product or service. Ask yourself- what is the intended outcome of bringing you and your expertise on-board? What is important to remember is that apart from selling the benefits and describing how you will solve the problem, you need to focus on the deliverables…the how and why of your solution. These deliverables may include the processes and equipment you will use, time-frame, budget etc. Be clear on what you will do and how you are going to do it.
TAKING IT FORWARD
You have zoned in on the outcomes and deliverables. Now, everything needs to be clearly laid out so that your prospect can analyze each aspect of your proposed solution and take a decision. Put everything together in a proposal and send it to your prospect for review. And to make a great impression with your proposal, create one with TinderBox. Our cloud-based proposal maker allows you to write and edit proposals from anywhere, and gives multiple people access to it. You can also integrate video and other media using our media library to get your point across in a more effective way.
Posted in: Sales