Lisa and Elizabeth talk about how you can make your proposal stand out. The topics covered include: calling out buyer objectives; crafting an executive summary with an aspirational narrative; and maintaining clarity about the client's' future state.
- Most sellers combine their final deck…with some sort of written proposal.…You probably have a template for this…but if you're picking up on a theme of this course,…you know you need to customize…that proposal for every customer.…You're final written proposal should put a bow…on top of every conversation…you've had with the customer, up until this point.…It includes details like,…product spec, pricing, terms of agreement,…and other not so emotive aspects of business.…And, it should also create urgency, emotion,…and value, in the eyes of your buyer.…
So how do you do that?…You need to include three things,…first an executive summary.…At the top of your proposal you should include…an executive summary that concisely summarizes…the customer's situation and how your solution…helps them accomplish their goals.…And don't get too granular here,…keep it broad and focus on a high level.…This part of your proposal should be a short paragraph…that the buyer can read quickly, and show their colleagues…to describe the scope and purpose of the deal.…
- How can you differentiate your organization?
- Setting yourself apart
- Differentiating your language
- Adding value before collecting revenue
- Differentiating during the sales process
- Unpacking the buyer's journey
- Differentiating in the first meeting
- Talking about the competition
- Customizing your deck
- Differentiating your written proposal
- Asking for the business
- Differentiating inside your organization