6 TIPS FOR PRESENTING AN EFFECTIVE SALES PROPOSAL

There are several aspects in delivering a sales proposal that need to be done correctly or you might find yourself coming in second. Here are some ideas to ponder.

1. Always ask for the appointment to deliver your proposal at the time you are doing the walk through. This commits the prospect but also forces you into getting to work on the proposal. If it is a sizable account you may want to remind the prospect that your presentation will be in power point and do they have a conference room to use for the presentation? This also lets them know this is a big deal and we don't just drop off proposals. (See point number 4)

2. Always ask for the names of all of the people who will be attending your presentation and then prepare a complete proposal for each one of them. If they are going to be attending your presentation, they are part of the decision making process and deserve all the courtesies you can provide.

3. Ask for one hour to make your presentation. If they won't give you that much time, ask for 45 minutes to present the Readers Digest version. Remind them of the importance the project has to both parties and enough time needs to be taken to thoroughly discuss the information.

4. Unless there is no alternative, don't just drop off the proposal. If they ask for that, mention that their business is extremely important to you and it really is important that you are with them to review the information in person. Internet quotes/proposals are getting more and more popular but I still subscribe to the theory that person to person presentations carry an enormous amount of weight in closing the sale. I, for one, want to observe the body language of the prospect as we are reviewing the proposal.

5. Try to sit next to the prospect. In that way you can control the turning of the pages during the presentation. If you know the prospect is only a price buyer, one tactic to use is to not put a price page in the proposal. After you review the specs and they agree to them, then pull out the pricing from your briefcase. Or, you can tell them after they have agreed to the specs that you estimate the price to be ? give or take 10%. How does that sound, Mr. or Mrs. prospect? That may get them to give you their budget and you can adjust from there. Just a thought. I used this approach many times---successfully. 

6. Emphasize the things that make you different. The prospect already knows you clean good or you wouldn't probably be there in the first place. What are the systems and processes that set you apart from your competition? If it's a unique training program, invite the prospect to attend a session. Chances are your competition won't do that, if they even have a training program. 
If it is a one of a kind quality control software, demonstrate it to the prospect and show them how it will benefit them.
And the list goes on, but be sure you do what you say you do. 

There you have 6 tips on delivering your sales proposal. Hope it helps. There are more but I am making a conscious effort to make these blogs shorter and more concise. Won't always succeed in shortness but am continuing to make the effort.

By the way, you will notice I used the word proposal, not bid, throughout this blog posting. If you are asking to bid on the work, then you are really telling the prospect that you are a commodity and can hopefully beat everybody elses price. If you are really wanting to be a viable vendor to the prospect, you will deliver a proposal and then during the presentation process, will show them the value of doing business with your company which in turn takes you out of the "bidding" process and into the realm of a legitimate provider of needed services for your prospect.

Till next time and MAKE IT A GREAT DAY.