Always Open effectively
Far too many sales proposals start off with information about the seller’s company. I have no idea why anyone would use this approach. Prospect don’t care about you or your company at the beginning of the proposal. They really don’t want to know how long you have been in business, what awards you may have won, or what other companies you have worked with over any given time.
There is a time for that information and it can be used to advantage when used at the right time. All effective proposals should always highlight the challenge that the prospect is facing and the impact that it has, or may have in future, on their business. Good sales proposals do this early, and never on page two, three or fifteen. And neither should you.
Work at stating something they need to hear that will enhance their business, improve their productivity or promote their reputation within the industry through a medium they respect.
Work out what they most desire, and see your business relationship skyrocket with that company and its personel.
Peter Collins
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