Advice on how to write a sales proposal - Part 2
Contact us if you would like a PDF version of this article.
We asked some leading sales experts for tips on implementing writing sales proposals. You can get these tips free.
Just fill in your details here:
Want an elearning course on writing sales proposals or a sales proposal example? **Click Here**
What should go into a sales proposal?
A sales proposal can act as a checklist in your selling process, identifying gaps in your understanding of the clients needs or in your solution. You'll need to fill those gaps before you send out your tender. For strategic proposals, we recommend organising the content around the main steps in the selling process, using:
- Our understanding of your situation
- Method and approach (i.e. the solution and benefits)
- Associated timescales and costs
- Information about the company
- Terms and conditions
We'll look at each of these sections in more detail, below.
Our Understanding of your situation
The purpose of this section is to:
- Remind the client of their original problem.
- Spot any gaps in your selling process.
- Show you understand the client and that you are in alignment with them.
Method and approach
The purpose of this section is to show and prove how you will meet their requirement.
So you need to describe
- What will be delivered and how it meets the requirement.
- You can describe your project implementation plan, post training and support, plus any guarantees there may be.
- Any assumptions you have made.
- Why you are different and are the best value.
- Their input.
Benefits
The benefits can be covered in the method and approach section or can be a section in their own right.
Associated timescales and costs
In this section you should describe:
- The timescales and costs associated with this project
- The payback, if at all possible
- The key points concerning payment terms (such as VAT, currency and expenses)
Information about the company
By the time you are delivering a proposal to the buyer, you should have already established you and your company's credentials with him. .
Want an elearning course on writing sales proposals or a sales proposal example? **Click Here**
Next : Writing tips