Writing Winning Proposals

It is sometimes appropriate to provide your prospect with a proposal. If this is the case, a well-done proposal can make closing the sale a lot easier. Some salespeople and companies expect their proposal to do the selling. This is a mistake. A proposal is the natural  conclusion of a well-thought-out and well-executed sales process. It…

Dealing with RFPs

Some businesses and government departments have a more formal process for collecting pricing information from suppliers. These are called Request for Proposals or RFPs for short. The purpose of the RFP is to level the playing field among several suppliers by forcing everyone to present their information in a similar format. This allows the prospect to…

SWOT the Competition!

Have you, or any of your salespeople, ever been blindsided by a prospect that mentions something about a competitor’s product or service that you knew nothing about? Just when you thought the sale was going so well and there you are, standing with egg dripping from your face. Don’t let this happen to your salespeople.…