Chapter 7

Potent Proposals

CHAPTER OVERVIEW

Do Your Proposals Allow Prospects to Steal Your Brainpower?

Final Thoughts on the Dangers of Proposal Preparation

Quality Contracts That Close Business

Exercise 7.1. Practicing Proposal Writing

The Most Expensive Writers in the World

Exercise 7.2. Calculating Costs

The purpose of this chapter is to help sales professionals create dynamic proposals that help sell their services and products.

The Big One That Got Away

One of my worst sales calls, ever. Whenever I was selling sales training and didn’t land a deal it was bad, but this experience made no sense. I’d been referred to a company that had two full-time sales support people preparing proposals for the selling team. That’s a lot of contracts being ...

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