In Proposal

The Sales Evangelist, Donald Kelly, Best Sales Podcast, Curt McHaleWriting proposals is one of the many critical challenges that every salesperson may have to face. Even a significant amount of time has to be allotted solely in writing proposals to ensure you’re doing everything right.

So we welcome back Curtis McHale here on the show today. He first guested on the show back in episode 92. He recently finished a book about Writing Proposals that Win, which is the focus of our discussion today.

Here are the highlights of my conversation with Curtis:

Biggest mistakes people make with proposal writing:

  • Getting proper information from the client
  • Rushing the process of proposal

The six-part process of writing proposals:

  1. Talk about the current problem.

Use their words to describe their problem.

  1. Objectives

Think tactically and strategically that by the end of the project, you will have a lead generation funnel. Focus on 2-5 high points that focus on the desired outcome.

  1. Gauging success
  1. Options

Give three options. Option one should always fulfill the basics of the project. It allows the prospect to decide which option best suits the value for their business. 3/4 of that decision is now around you versus your competitor.

  1. Timeline

Your options could be around the timeline.

  1. Accountability

Give the prospect your contact information (contact form, email address, and phone number) and let the user decide what’s best for them. This sends a message to your prospect that you’re real.

The phone call process:

  1. Are we a good fit?
  2. Is this project meaningful to you?

Other things to keep in mind when making your proposal:

Have a plan to put yourself into the driver’s seat.

Make sure you’re talking to the decision maker.

Make your payment process really easy in the end.

Curtis’ Major Takeaway:

The slower you go, the less work you’re doing to write a proposal because you win more trust from the client.

Episode Resources:

Connect with Curtis on www.curtismchale.ca

TSE Episode 92 with Curtis McHale (Take a look at Curtis’ sample email template)

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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