The Most Important Secret of Winning Sales Proposals
A client hired a sales proposal consultant to improve her company’s sales proposals.
After reviewing all the proposals, the consultant noted that the shortest proposals resulted in wins and the longest proposals tended to lose.
The CEO said, “In hindsight it is obvious. We provide thick proposals when we aren’t sure which solution to provide because we haven’t asked the right questions. So, we throw everything in to include the kitchen sink, hoping we hit the mark.”
Thin on the questions, thick on the proposal.
If your proposal is so thick it makes War and Peace look like a pamphlet, take heed!
You may be presenting prematurely.
Ensure the diagnostic step is truly complete.
Co-create the solution with the buyer.
Your proposal will lose weight and win with this workout!