The Proposal: The Art of the Commercial Proposal That Sells
Posted: Sat Dec 21, 2024 3:48 am
As a sales director or manager, you know how crucial a sales proposal, often abbreviated to "propale" in jargon, is in the sales process . It is a reflection of your company and its ability to meet the needs and challenges of your potential customers.
In this article, we will, in turn, explore in detail what a sales proposal is, where it is located in the sales cycle, the essential criteria for a good sales offer, how to write it effectively and transmit it, as how to build phone number list well as examples and formats that can help you. We will also discuss how to relaunch your offers with your sales contacts to maximize your chances of successfully concluding a sale or “closing” (from the VO to close = to close), still in the jargon.
Definition: What is a business proposal?
A business proposal, or “proposal”, is a document that presents a formal offer to a potential client. It generally contains detailed information about the products or services you offer that meet the needs discovered in your future client:
the costs
payment terms
delivery times
the guarantees
the T&Cs and any other relevant elements relating to the contract.
In short, it's your recommendation with your sales pitch written down.
Where is the sales proposal located in the sales cycle?
The commercial proposal is generally made at the end of the discovery and qualification phase of prospects.
Once you have identified a potential prospect, understood and analyzed their needs and then assessed their ability to buy, you can then develop a commercial proposal that matches their challenges.
It is logically the solution best suited to their specific needs and often precedes the final negotiation and conclusion of the sale.
What are the essential criteria for a good commercial offer?
A properly constructed commercial offer meets 6 main criteria and must be:
Personalized and contextualized
Your business proposal should take into account the client's specific needs, and demonstrate that you understand their challenges and objectives.
Likewise, it must be placed in the context and environment of the client: market, issues, competition, opportunities, threats, risks, etc.
Clear and concise
Avoid technical jargon and get straight to the point. Potential customers should be able to easily understand what you offer.
In this article, we will, in turn, explore in detail what a sales proposal is, where it is located in the sales cycle, the essential criteria for a good sales offer, how to write it effectively and transmit it, as how to build phone number list well as examples and formats that can help you. We will also discuss how to relaunch your offers with your sales contacts to maximize your chances of successfully concluding a sale or “closing” (from the VO to close = to close), still in the jargon.
Definition: What is a business proposal?
A business proposal, or “proposal”, is a document that presents a formal offer to a potential client. It generally contains detailed information about the products or services you offer that meet the needs discovered in your future client:
the costs
payment terms
delivery times
the guarantees
the T&Cs and any other relevant elements relating to the contract.
In short, it's your recommendation with your sales pitch written down.
Where is the sales proposal located in the sales cycle?
The commercial proposal is generally made at the end of the discovery and qualification phase of prospects.
Once you have identified a potential prospect, understood and analyzed their needs and then assessed their ability to buy, you can then develop a commercial proposal that matches their challenges.
It is logically the solution best suited to their specific needs and often precedes the final negotiation and conclusion of the sale.
What are the essential criteria for a good commercial offer?
A properly constructed commercial offer meets 6 main criteria and must be:
Personalized and contextualized
Your business proposal should take into account the client's specific needs, and demonstrate that you understand their challenges and objectives.
Likewise, it must be placed in the context and environment of the client: market, issues, competition, opportunities, threats, risks, etc.
Clear and concise
Avoid technical jargon and get straight to the point. Potential customers should be able to easily understand what you offer.