Page 13 - Powerhouse Partnership 16-12-2021

STEP 5: PROPOSAL
■ Focus on client immediately: Start your proposal with key points from your client conversation; describe what is going on in their business world.
■ Focus on your discussions: When you write your proposal, focus on what you discussed - the deal that is on the table; you may lightly touch on the other areas, but don’t muddy the water for the client and yourself.
■ Focus on clarity: Avoid using long words and lines of discussions that nobody but an insider understands; you are selling complex solutions that may be highly technical and difficult to understand, they want to know how you will approach their challenges, but they typically want only enough detail to make the decision.
APPLYING THE SALES FRAMEWORK 13