The written proposal is the most common of presentations in business to business sales. This is also where sales representatives make the most mistakes.
Some sales representatives believe that the higher the dollar value of their product, the longer the quotation they need to provide. They include page after page of features and specifications, all of which is not needed for the prospect to make their buying decision.
Regardless of how expensive or complicated your product is, a written proposal should not be longer than 6 pages, plus enclosures if needed. Too much information can actually slow or halt the sale, not move it forward.
Your prospect only needs just enough of the right information to make a logical buying decision. Did you need or want detailed blueprints of framing, plumbing and electrical wiring before you bought your house? Neither does your prospect!
For detailed information on how to make better sales presentations, check out my book Action Plan For Sales Success. It includes specific techniques and tools that you can use to impact your sales immediately, including a 6 page proposal template you can use to help you close more sales faster.
Or download my webinar recording, “Close More Sales by Making A Better Presentation! – How to present your product so that your customer actually buys” where I also discuss this winning proposal template. As one attendee stated, “Your sessions are too good for any salesperson to miss.” More testimonials here.
Remember as Pythagoras once said, “Do not say a little in many words but a great deal in a few.” More motivational quotes here.
“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”