MILESTONE #3

Winning Proposals and Presentations

Usually sales proposals and presentations enter the picture when the prospect is completing their Comparison step. The key question customers have at this stage of the buying decision is, who is our best choice? That is the question you’re trying to answer by developing a proposal or presentation that describes a solution best matched to the customer’s explicit needs.

Many salespeople have the mindset that they are “solution providers.” But you can’t tell it by their sales proposals or presentations. A solution is defined as “the answer to a problem”—so you’d think a “solution provider” is solving a problem, right? Take a look at most proposals and presentations, however, and what you’ll see is ...

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