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Persuasive Business Proposals: Writing to Win Customers, by Tom Sant

Posted On March 23, 2017 at 11:18 pm by / Comments Off on Persuasive Business Proposals: Writing to Win Customers, by Tom Sant

By Tom Sant

Writing to Win consumers, consumers, and Contracts

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Additional info for Persuasive Business Proposals: Writing to Win Customers, Clients, and Contracts

Sample text

All you have to do is write a convincing proposal and win the contract. No problem, right? Or suppose you're an account executive representing a vendor of specialized computer systems. You make a powerful presentation to representatives of a potential client and can tell it's gone beautifully. They're extremely impressed. They begin flashing all kinds of buying signals, asking questions, focusing on their particular concerns. Then the chief decisionmaker says, "Well, this looks very promising. Why don't you put together a proposal for us that includes what we've talked about, the pricing issues, and some kind of basic delivery and installation schedule, and then we'll go from there.

Since I make part of my living by doing exactly that- "coming in to talk"-his invitation was certainly a welcome one. This is a company that writes proposals worth millions and millions of dollars every quarter. Its clients include governments and corporations around the globe. But its "hit rate" on proposals had been declining rapidly in recent years. The traditional proposals that managers had produced for decades no longer seemed to be doing the job. On the surface, it looked like a great opportunity.

Or suppose you're an account executive representing a vendor of specialized computer systems. You make a powerful presentation to representatives of a potential client and can tell it's gone beautifully. They're extremely impressed. They begin flashing all kinds of buying signals, asking questions, focusing on their particular concerns. Then the chief decisionmaker says, "Well, this looks very promising. Why don't you put together a proposal for us that includes what we've talked about, the pricing issues, and some kind of basic delivery and installation schedule, and then we'll go from there.

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