APPENDIX CHow to Present Powerful Proposals That Sell
Remember that phone sales works with only one of your customer’s information processing channels, and that most customers internalize less than one-third of what you say to them. Follow up with a written proposal when the situation warrants it, to help ensure that you have sealed the close.
To Prepare
1. Have all your needs assessment questions answered by the customer.
2. Have your ideas clearly thought out and understood so that you can present them in the best light.
3. Have the customers’ names spelled correctly.
4. Make sure you know who is to receive copies of the proposal.
5. Use the customer’s company colors somewhere in the binder, and as often as possible. (For example, if the customer ...
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