From the course: Sales Fundamentals
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Crafting compelling proposals
(upbeat music) - [Woman 1] And on slide seven you'll find a generic but all encompassing and quite lengthy history of our company. (snoring) - [Woman 2] That's my attempt at a snore. - [Woman 1] What makes a proposal or presentation successful is all the work you do in advance of that moment, you don't want to be boring. The customer intelligence, the deep conversations, the trust you build, that's what will lay the foundation for an engaging presentation or proposal. - [Woman 2] So the biggest rule of proposals is, no surprises. Never, none. Unless it's a discount, just kidding. In advance or written proposal you should have shared objectives and have talked about pricing especially if you're selling a big ticket item. - [Woman 1] 'Cause if you don't talk about the pricing everyone is just going to flip to that back page bind it and all that hard work you did up front is going to be glossed over. - [Woman 2] Your customer…
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