• Ssemujju Lewis E

Effective Sales Proposal Tips You Can Use

If you are setting out to win, you need an X factor, an ace up your sleeve. If you are looking to land new or repeat business — an ideal way of closing deals, a sales proposal is your answer.

From the veteran salespersons to the rookies in big and small entities, they all need to know how to come up with an effective sales proposal to help them seal business opportunities.

What is a sales proposal?

A sales proposal is a document by which salespeople offer products or goods or services to prospective buyers.

An excellent sales proposal will help you achieve the following outcomes:

  • It shows that you fully understand the needs of your prospect – After thorough research, you are supposed to be able to relate to the challenges that the prospect is facing.

  • It convinces your prospect you’re the best solution available to them – A solution designed by you to specifically address the problem of the prospect.

  • It inspires them to take action. It gives your prospect the confidence that they have all the information they need to make their decision. This includes clarity around budget, deliverables, and the steps they must take to kick off the process.

Tips for writing a sales proposal

When done properly, a sales proposal is the difference between closing and losing a deal. Here are a few guidelines for doing it right.

1. Be brief and precise

To make it simple here – the longer, the more boring. Everyone wants to read through your presentation and make a quick decision rather than go through a whole lesson of your sales proposal. And frankly, people have short attention spans.

Make good use of language and every word will count in your favor. Since it is about the prospects challenge and solution you have for them, let the sales proposal only mention areas that are important to the prospect. Your company biography is useless here.

2. You are solving problems

Never forget that this sales proposal is about the customer and not you. Endeavor to solve their challenges and problems, rather than ticking deliverables off your obnoxious list.

Go ahead and emphasize your extended understanding of the prospect’s problem and how your company has gone the extra mile to solve exactly that problem. This is much more compelling to a prospective buyer than a laundry list of features and benefits – which in most cases, they are not interested in.

3. Give several options

Do not the mistake of having one solution. Provide about 3 of them and let the prospect be spoilt for choice. That works in your favor as it builds trust for your capabilities.

Instead of providing just one option for the prospect to decide upon, provide multiple options for the prospect to choose from. This will accomplish two things. First, you’ll be able to offer a higher level—read: more expensive—options in your proposals. This can frequently lead to prospects choosing higher level deals than you had originally expected.

Also, this will more than often prevent the prospect from trying o search for solutions elsewhere.

4. Use visuals

Human beings are impressionable beings. The human brain