First, don’t miss these two sessions online – this is my Christmas gift to you just for being a regular reader…. 1. http://stelzlvendoradviser4.eventbrite.com/ – Setting Fees with Profit in Mind! 2. http://www.eventbrite.com/event/2571952780 – Secrets to Writing Winning Proposals (Including RFP responses) Two areas I see even some of the most successful sales people missing on […]
I like to think of my proposal as a letter addressed to someone rather than a sterile document opening with a third-person narrative of the company I am selling to. I address them personally… Example: John Smith, RE: Fall Seminar Series I understand you are working to build your sales over the next twelve months […]
It takes me about five minutes to write most of my proposals. Whether my fee is $200 or $100,000 dollars for the project in question, the proposal looks the same and communicates the same information. The difference in fee has to do with the value I am proposing, not the format of my proposal. © […]
After several posts on proposals and some words on pricing, people have responded with all sorts of reasons on why they can’t give a fixed price. Believe me, I understand the dilemma. If you just don’t know what it will take, you don’t want the risk…here are the common objections: 1. Client doesn’t want to […]
That’s right – Long Proposals Make Great Landfill…if you attended Friday’s teleseminar you’ll be receiving an audio copy of it shortly, but a few points for everyone are in order… The Wall Street Journal reported just a few days ago, we are in the “texting” generation, and those writing proposals might take note here; people […]
Finalizing my notes this morning for today’s teleseminar on proposals – a side topic which I plan to cover (but won’t have time for great detail) is pricing… Join us today: 11:30 EDT (CLICK) So here are a few random rules on proposal prices: 1. Most resellers are pricing things too low – the thought […]
Who has time to read proposal? Not me. When was the last time you read through a thirty page contract, or even a five page letter from your bank or insurance company? Join me this Friday at 11:30 EDT (Virtually) to hear more: (CLICK) Most proposals are just like these letters – junk mail of […]
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