Close more deals in IS standard documents

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do you know what this is you might not have guessed but it's a sales proposal these things often take a salesperson hours to put together only never to be rent not only our most sales proposals not helping the sale but in a lot of cases they're actually hurting a sales persons chances of closing the sale just think who taught you to write a sales proposal and did that person learn from someone who had been able to test the world the best approaches probably not now as a result of my work I've had the unique opportunity to work with thousands of salespeople to see what actually works in proposals and I've adopted those ideas into my own unique proposal creation process so in this video I'm going to show you five keys to a great sale proposal that closes the deal check it out number one it always comes after a thorough discovery conversation now for some people this may seem obvious for others you may push back but here's the key a proposal never comes before that thorough discovery conversation ever this is so critical that I have to make it the first key you should never give a prospect a proposal until you've been able to thoroughly understand what is really going on and that's the beauty of this proposal that I'm going to share with you is because it forces you to do a good job in discovery in order to even be able to put it together so even when a prospect says early on hey can you just send me a proposal to that you now always respond with something that sounds like this you know what I'd love to but I don't really know enough about your situation to be able to craft something that would actually be useful would it be okay if I asked some questions before we get to that proposal and then you're off to the races number two lays out the discussed objectives the key to a great proposal is that it must show that you really understand what is going on in the world of your prospect so by this measure it can't be boilerplate because it requires that you've had a deep and thorough conversation about what the prospect is really looking to accomplish you need to show that you are clear on at least their top three objectives related to the type of work that you do this is going to go into the beginning of any strong proposal number three it restates the value of achieving those objectives so this is where you're creating huge value in the eyes of your prospect and really in two ways actually first in order to know the value of achieving those objectives you must have determined that in the discovery meeting through really just asking good questions really important and secondly you're now restating that value to provide context for making a buying decision and so the value to solve their objectives should be at least ten times the cost of your solution you can see that when you juxtapose ultimately those two numbers in the same document it makes sense so this way making a decision to work with you is only a logical next step number four it provides three options for accomplishing those objectives notice how I didn't say provides three options for your services because it's really not about your services or your products it's about accomplishing those objectives and most proposals are only giving actually one option for working with you and this is a lost opportunity because no matter how strong your discovery meeting was and how much research you've done and how much you fully understand your prospect you cannot read the mind of your prospect so by providing three options for ultimately working together you are going to first have a more basic option which is really the less expensive option but it's still profitable to you and solve their problems then you have a middle option that would probably be your core offering for the majority of your prospects to ultimately choose and then finally you have a high end option this is the true premier option this is the Bentley of option remember the power of the premium option isn't just that some people will choose it although many will but it also sets the high bar thus making that middle option seem like a complete no-brainer this three option approach is going to help you both make larger sales because people are choosing in some cases those premium options but also it's going to help you close more sales because you're giving people the feeling of optionality so they're less likely to shop you around number five it must be able to double as a contract this means that any great proposal should have a place at the end where they can sign the proposal to start the project every time we add an additional step in the sales process we create opportunities for the sales to fall apart so let's just imagine that your prospect says yes let's move forward and then you say great I'll have the contract drafted and sent over to you by the end of the day today now you've created a gap between them saying yes and then ultimately having to do things to get started that time period is critical because you're no longer going to be in front of them and they've probably moved on to focusing on other things you want to be able to close the sales right then and there make sure that your proposal can serve as a contract you want to avoid all of the legalese and just make sure that you can get it signed so there are five keys to a great sales proposal that closes the deal I want to hear from you which of these ideas did you find most useful be sure to share below in the comment section to get involved in the conversation and if you enjoyed this video then I have this awesome free ebook on twenty five tips to crush your sales goals just click right here seriously it's an amazing book and it's free just click right here also if you've got some value leaves like this video below on YouTube because that really helps me out and don't forget to subscribe by clicking right here to get access to a new video just like this one each and every week