The Essential Sales Proposal Checklist

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  1

  mkreppein

  02/04/08 | Report as spam

  Who's getting the proposal?

  Geoffrey,
  
  I'd add, "What group (end-user group, influencer group, purchasing) are you submitting this proposal to?" If it's purchasing and you barely know the first two groups, then don't even bother.
  
  Maybe...lowball your offer to kill your competitor's margin at this account but don't put this opportunity in your forecast!
  
  - Michael Kreppein www.inquisix.com

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  2

  sw33418

  02/05/08 | Report as spam

  RE: The Essential Sales Proposal Checklist

  Have you addressed the impact on corporate culture? Usually you are either asking the customer to simply use your product in place of a competitors (better mousetrap) or to make a radical change in the way they do business (e.g., pad and paper to spreadsheet). Anytime you're asking people to leave their comfort zone you'll have to demonstrate a clear path, provide reasons, assurances, implementation, training, support, etc., generally whatever is applicable and necessary.

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  3

  kolden12

  02/05/08 | Report as spam

  RE: The Essential Sales Proposal Checklist

  Great format for everything you should do in sales from Pre-call planning, accout reviews, to closing.

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  4

  waynecarrigan

  02/05/08 | Report as spam

  RE: The Essential Sales Proposal Checklist

  Article is showing some code...
  <!--[if !supportLists]--><!--[endif]-->

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  5

  Geoffrey James, Sales Machine

  02/06/08 | Report as spam

  Email me...

  ...I'll figure out a way to get whatever you were trying to post onto the blog.
  
  Geoffrey

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  6

  jeh@...

  07/21/08 | Report as spam

  slight misunderstanding?

  His post was complete - he is simply alerting you to the fact that the article is showing some code-text here and there and this should perhaps be edited out for clarity.
  
  The article itself is a good one, btw, thanks!

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  7

  wstewart

  02/06/08 | Report as spam

  Not qualified???

  If you do all of the above but have not sent it to a fully qualified prospect you WILL this time definitely lose the sale.
  
  By qualified I mean:
  
  Need, want or desire expressed intimately by the clients and you can clearly state it
  
  Budget, you know they can afford it and your recipient is able to release the money
  
  Decision making structure, you know exactly how the company makes decisions and you are on the inside track
  
  Competition, they are not locked into your competitors
  
  Timing, the order will be placed in YOUR timescales
  
  If ALL of the above don't stack up then they are only a prospect and not qualified.
  
  Hope this helps
  
  William....
  www.strategicsellingsystem.com/NewRules

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  8

  Geoffrey James, Sales Machine

  02/06/08 | Report as spam

  Good ones...

  Thanks. I (wrongly) assumed a qualified lead.

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  9

  nelson_vanelderen@...

  02/06/08 | Report as spam

  RE: The Essential Sales Proposal Checklist

  I would add " Is the proposal being submitted via the best method?" In person with a chance to explain it is best.

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  10

  malamar

  02/06/08 | Report as spam

  Did I Read Boilerplate?

  I know we can re-purpose old proposals, but I find doing so keeps me in a rut. If the boilerplate is a proven winner then I can see using parts of it, but I wonder if the reader can pick up on the insincerity? I prefer to write each proposal as an original and ad in proven paragraphs or sections.

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  11

  afj03

  02/16/08 | Report as spam

  Proposal Check List

  If using MSWORD and delivering electronically be very careful about information
  stored in the document 'properties'. Last bid we did we found two competitors
  mentioned and one crucial contact. (Under Menu 'File' and then 'Properties').
  Consider using Acrobat for the final electronically deliverable document - but
  best is printed and personal delivery - every time!

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  12

  pmason@...

  07/15/08 | Report as spam

  NO MS Word proposals ever!!!

  Never ever send an electronic format that can be 'interfered' with by the recipient. It can be danced out of the running by an inside plant, even worse - it can be altered to reflect conditions you cannot meet.
  Always, always, send a pdf.

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  13

  Geoffrey James, Sales Machine

  02/07/08 | Report as spam

  MORE ON THIS LIST

  I've summarized the above comments in another blog entry:
  
  http://blogs.bnet.com/salesmachine/?p=234

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  14

  dave.stein@...

  02/18/08 | Report as spam

  RE: The Essential Sales Proposal Checklist

  Important: Have you tested the proposal with your coach or ally in the account before officially presenting it?
  
  Dave Stein, CEO, ESResearch Group, Inc.

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  15

  mark.darby@...

  04/13/08 | Report as spam

  RE: the importance of partners too!

  good list - I would also add that given we live in the age of partnering to make complete solutions the checklist should seek to understand the likely partner environment and acknowledge that if we are not well connected to the other suppliers or partners already present then it may increase the sale barriers.......from Mark Darby author Alliance Brand; fulfilling the promise of partnering and Founder ALLIANTIST