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GREAT Proposals

Seminar

 

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    A DELTA MAX Sales Seminar Topic of strong interest to many sales representatives, particularly in High Tech Industries:

    How to Strategize and Generate Great Sales Proposals

        Strategy: The Keystone of Great Proposal Generation

        Generating a Great Sales Proposal

        DELTA MAX Great Sales Proposal Seminar

        What Attendees Will learn and Take Away from this Seminar

        Scheduling a Great Sales Proposal Seminar

 

 

 

 

 

 

 

 

 

 

How to Strategize and Generate Great Sales Proposals

  Most company Sales Proposals are little more, if any, than price and terms quotations.

  Submitting a sloppy, cheap-looking, error-filled proposal is a real downer for executives looking for a partner in high technology  or other implementation.

       Some good sales professionals spend large amounts of time developing good customer relationships and understanding their customer/clients’ business problems.

        That’s a large part of what makes them “good.”

        If they then combine that background spadework with thorough product research and technical knowledge, you have a “very good” sales person.

  But, all this often goes completely to waste when the proposition offered to the customer does not live up to the quality of the rest of the sales person’s work.

  Result: you lose, sometimes even when you have the “best deal”, which is discouraging to you, your management, and your customer.

 

 

 

 

 

 

 

 

 

 

Strategy: The Keystone of Great Proposal Generation

    The initiation of a Great Sales Proposal starts in the Strategy surrounding its form and content.

    Most sales people have a binary RFP Response Strategy: All or None.

        By responding to every RFP that comes by your shop, you can waste valuable technical support and sales time, and yet win only a few of these normally large deals.

        Or, you can simply feel that the odds are too long, respond to none of the RFP’s and bypass the opportunity to find and deliver a killer sale.

    Neither of these responses is optimal, obviously.

    So, how do you choose which ones to respond to?

       Implementing and following a Strategic Proposal process identifies the best candidates for proposal.

        And eliminates those with much less probability for closing and generating adequate business returns for the time and work involved.

    Can this Process be learned and implemented by your sales representatives? Yes.

    Does it work in practice? Yes.

 

 

 

 

 

 

 

 

 

Generating a Great Sales Proposal

    DELTA MAX specializes in strategies for determining exactly which situations are Opportunities and which are Time Wasters.

            Once you have decided, the next task is to prepare a Great Proposal which not only lists your prices and terms, but also helps you sell your approach.

    A Great Sales Proposal is a complete presentation of your business case for this customer; It:

       Takes into account the existing business and technical problems and issues, and providing the outline of a solution.

        Can be very short as long as it includes all the information needed by the customer to make a favorable decision.

        Sometimes must be very long, when, for example, a Government Agency RFP demands a response to each of hundreds or thousands of questions and specs.

   Your response needs to address the business case, no less and no more, and present your company in its best light for evaluation by the customer.

   It is your formal statement of what you are asking your customer to do with you and your company, how to do it, and the costs, time, and people involved.

 

 

 

 

 

 

 

 

 

DELTA MAX Great Sales Proposal Seminar

    This Seminar provides the Strategic Elements to be examined in generating a Great Sales Proposal.

      It addresses how to discover important facts and attitudes of key customer personnel, and how to assess them for your likelihood of being the chosen supplier.

   A Standard Proposal Model is presented, with all Elements of the Proposal discussed and illustrated with actual content from winning past proposals.

   Each Proposal Element is discussed, as to what needs to be in it, and how it should be presented for maximum effect.

        Which output elements should be selected for input to a Sales Presentation and why.

        What should be left out of the proposal and presentation, and why.

        Why proposals win and why they lose.

   Examples of great proposals are presented, including the elements of a fine proposal, and inviting attendee submission of proposals for critiques.

   Before and After scenarios are shown, and the attendees leave with a much better capability for generating a professional Sales Proposal in every sales situation.

   Seminar materials include the Standard Proposal Model, proposal examples, guidelines, and does and don’ts lists, in both electronic and hard copy formats.

 

 

 

 

 

 

 

 

    What attendees will learn and take away from this Seminar

        Powerful new proposal strategic skills, as well as having enhanced existing ones by an order of magnitude.

        A new strategy-oriented approach to any situation which requires a formal proposal to be generated and presented.

        Specific sections and organization strategy to help the attendee present a powerful business case quickly and concisely.

        Attendees receive the comments and support of an audience and instructor who have seen and critiqued the attendees' proposals.

        Your attendee's own videotaped proposal presentation, which s/he can review as needed to further improve their skills.

        Increased confidence and morale in closing a complex sales situation and in generating the resulting order.       

 

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Contact DELTA MAX for further information and scheduling a customized Great Proposal seminar for your sales team.

    You'll be delighted at what you discover.

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Home Strategic Management Org Issues Challenges Business Owner Services Free Executive Service Business Intelligence Mgmt Decision Systems Requirements Analyses Sales Training Seminars Sales/Mktng Mgmt Svcs Delta Max University Contact Us Partner Associates Speaking Engagements Delta Max World.htm About Delta Max

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Revised: December 02, 2013.

 

 

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