The Pitch—Proposal, Tender, and Presentation
Overview
In the previous chapters, we have researched, analyzed, segmented, strategized, branded, positioned, promoted, and then implemented actions to get us (or our partners) and our products or services in front of the prospective customer. The critical point in this fifth chapter is that what we now say and do determines the success or failure of the sale.
In this chapter, we will look at how and when to put together that vital sales proposal or tender and what it might contain. Now we have to make our case—our pitch—to be the right supplier, in the most professional way we can. Why is this important? It’s far too easy for busy salespeople, under pressure to reach quotas, to undervalue ...
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