From Tom Searcy:
Proposals don't sell or close deals, they put on paper what has already been agreed to and answer "how."
Before you send a proposal to someone, ask yourself, "Am I selling the deal with this proposal or am I explaining the details of what has already been agreed to?" If you are selling with it, you are wasting your time. Proposals are not Christmas presents where the recipient opens them to find a surprise.
Secure a verbal agreement on what your company is going to do, as well as the general price range, before you go through the trouble of writing a proposal.
Want to read more about how to land the big sale? Read the Hunting Big Sales Blog.
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