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Proposals
Last Updated: Jun 14th, 2004 - 16:16:31
Proposals
Strategies for Winning The RFP Game
If responding to RFPs is part of your sales process, consider these strategies.
Times are tough. The economy is still down. There is more supply than demand. Buyers are attempting to commoditize just about everything we sell, so they can buy on price. They attempt to distance themselves from us. Your competitors are getting tougher and more desperate. You are beginning to feel that pursing anything is better than sitting in the office...
You receive an RFP. What do you do? . . .
Jun 14, 2004, 16:15
Proposals
Make Your Proposal Sell
The meeting ended with smiles and handshakes.
But the next day you learned the truth.... You had lost the deal.
What went wrong?
One possibility is your proposal. Most of us are pretty good at selling. We do it face to face. We do it over the phone. Some of us are even fairly talented at selling in letters. But how many of us sell in our proposals?
Sell in proposals?
You might have heard me lecture that proposals should contain no . . .
May 26, 2004, 13:13
Proposals
Instead Of Discounting, Back Some Value Out Of Your Proposal
(Note About Author: If you missed Dave Stein’s teleseminar How to Hire Top Salespeople, you can preorder it on cd by visiting:
http://www.salestrainingcamp.com/products_main_cd_download_davestein_free.htm)
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself.
I don't want to give you the impression that discounting is never appropriate. I can think of three scenarios where it is required . . .
Apr 21, 2004, 16:21
Proposals
Seven Magic Questions: How To Improve Your Win Ratio By Selling Value Instead Of Price
There are lots of consultative sales methods around. You may have been trained in one, or read a book about one, that you particularly like.
Each has its unique strengths and techniques. But they all have at least one thing in common. They try to get sales people to focus on what matters to the customer. You build sales momentum by demonstrating that you are delivering an important solution to an important problem. That is the essence of all these consultative methodologies.
To be able to create a client-centered solution - and to be able to write a client-centered proposal - there are seven questions you must be able to answer.
Oddly enough, lots of people try to write proposals without knowing the answers to even half of these questions. That makes it impossible to create a message that sounds "right" to the buyer.
Here are the seven questions. Make sure your sales people uncover the answers, make sure every proposal and sales presentation is based on them, and you'll win a lot more business…
Jan 14, 2004, 16:32
Proposals
Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price
There are lots of consultative sales methods around. You may have been trained in one, or read a book about one, that you particularly like.
Each has its unique strengths and techniques. But they all have at least one thing in common. They try to get sales people to focus on what matters to the customer. You build sales momentum by . . .
Oct 6, 2003, 16:05
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