The Prospects Wants Need to be Addressed Early in the Proposal
To achieve this at the foundational part of the proposal, I would start with an idea I have found really effective whenever I have to address any of the wants ,or needs, issues at any point in the proposal, and the easiest way to do this, is to begin with asking a few key questions – those same questions that should have jumped out at you, as you researched their company and the industry they are a part of. Then once your research is completed, you need to ask yourself if your one paragraph overview of the prospect’s situation appears to be on track and if you feel it is, follow on with what you perceive to be the key objectives they would want to achieve.
If at any point you feel you had missed any of their objectives in your summary, simply ask where they are with your assessment of their needs, in their own minds, as you would clarify your thoughts of this, on their behalf.
Whenever you do something like this, it demonstrates to the prospect, that you could have a good understanding of their issues, challenges and concerns.
At this point it would be ideal to state your objectives – ideally in bullet-point form whenever possible – simply because what you suggest to them, will be easier for them to comment on, and absorb the information. That same information that you have worked on, and prepared, to present to them.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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