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Quick Tips to Presenting Proposals

Written by: Karen Andrews

Article Overview: These quick tips will help to reduce some of the 'discomfort' that can be associated when presenting your pricing options

Quick Tips to Presenting Proposals

• 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 you’re 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. Don’t let the opportunity go by because you feel pushy or are worried they might say no. If you don’t ask, you don’t 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 “I’m free on Wednesday, if that works for you”.

• Read a book on Body language. Having the ability to read a person’s 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.

Related Articles
  What Happens When You Try to Hard To Sell?
  Ten Tips For Writing Successful Business Proposals From Your Strategic Thinking Business Coach
  Winning Business from Client Requests for Proposals (RFP)s.
  Stress-Free Selling® - Do Your Proposals Sell?
  The Proposal Document

Article Tags: closed questions, increase sales, managing sales, open questions, proposals, prospecting, questioning, sales, sales coach, sales expert, sales objections, sales person, sales pipeline, sales strategy, sales tips, sales tricks, salespeople, strategic selling



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