American Express

Posts Tagged ‘making process’

where it is agreed to put forward a proposal or similar,ask your prospective customer exactly what he or she wants. Ask and find out how much detail is wanted. Does the prospective customer want an outline as well as a more detailed document? This will not only save a great deal of wasted time on your part but will also give the customer a document or e-mail to read rather than skim through or be bored with.Then, before you conclude your meeting, agree a day, date and time to return with your proposal – more on this later.

Written proposals really need to meet two most important criteria:
first, they should have a good and logical structure and, second, they should be written in good English, in other words in jargon-free, easy-to-read sentences. Please don’t be verbose. A sales proposal will have a clear structure only if there is clarity of thought, which is why it is so important for you to find out exactly what your prospective customer wants to have included. So what should be included in a proposal? This will be very general, but how about putting yourself in the other person’s shoes? What do you require in that document to help you make the right and best decision? Did you find out before you left the meeting that your prospective customer might be showing the proposal to and discussing it with another person – maybe even a board of directors? It is important to be aware, if there are people you will not be speaking to who are going to be involved in the decision-making process, that your only chance of giving them the best selling information is in that proposal document.