Quick Tips to Presenting Proposals
Quick Tips to Presenting Proposals
Insert a Current Situation or Executive Summary to the beginning of your proposal. A short summary of the first meeting to demonstrate your understanding of the business and what they would like to achieve.
Where possible, present youre pricing in person rather than sending via email. It may seem like a waste of time but it gives you the ability to read an immediate reaction to your proposal and your price. It also saves you the time and hassle of having to phone them later and ask if they would like to proceed.
Take a copy for each person in the meeting, however, have ONE copy that is not stapled or bound.
Present one page at a time to the person or the group, taking the time to reinforce the key points in each section. This allows you to talk about the value you can offer and the benefits of dealing with your business, before it gets to price.
Close the sale. Dont let the opportunity go by because you feel pushy or are worried they might say no. If you dont ask, you dont get. Besides, they might have been meaning to call you but have been caught up.
If you are uncomfortable asking for the sale, use an Assumptive Closing technique. For example: to get started all we need to do is or if you could send over the files, I can go through them or Im free on Wednesday, if that works for you.
Read a book on Body language. Having the ability to read a persons reaction through their body language is very useful when presenting pricing and negotiating. You can immediately see a positive or a negative reaction to the price.
Quick Tips to Presenting Proposals - To learn more about this author, visit Karen Andrews's Website.
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Avoid nasty, uncomfortable surprises when the price is discussed or when you ask for the business. Before you start discussing the proposal, ask if anything has changed since your last meeting
Insert a Current Situation or Executive Summary to the beginning of your proposal. A short summary of the first meeting to demonstrate your understanding of the business and what they would like to achieve.
Where possible, present youre pricing in person rather than sending via email. It may seem like a waste of time but it gives you the ability to read an immediate reaction to your proposal and your price. It also saves you the time and hassle of having to phone them later and ask if they would like to proceed.
Take a copy for each person in the meeting, however, have ONE copy that is not stapled or bound.
Present one page at a time to the person or the group, taking the time to reinforce the key points in each section. This allows you to talk about the value you can offer and the benefits of dealing with your business, before it gets to price.
Close the sale. Dont let the opportunity go by because you feel pushy or are worried they might say no. If you dont ask, you dont get. Besides, they might have been meaning to call you but have been caught up.
If you are uncomfortable asking for the sale, use an Assumptive Closing technique. For example: to get started all we need to do is or if you could send over the files, I can go through them or Im free on Wednesday, if that works for you.
Read a book on Body language. Having the ability to read a persons reaction through their body language is very useful when presenting pricing and negotiating. You can immediately see a positive or a negative reaction to the price.
Quick Tips to Presenting Proposals - To learn more about this author, visit Karen Andrews's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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