پیشنهادات تجاری قانع‌کننده: نوشتن برای جذب بیشتر مشتریان، مراجع و قراردادها

Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs - few of which result in new clients or contracts. Now everyone can dramatically boost their success rate with the third edition of "Persuasive Business Proposals". This classic guide explains how to craft compelling messages and powerful proposals that attract prospects' attention and speak to their needs. The new edition includes more valuable information than ever before, including: essential questions for qualifying opportunities; ways to "power up" cover letters and executive summaries; advice for overcoming "value paranoia"; guidelines for incorporating proof into a proposal; and tips for winning renewal contracts. Most people find proposal writing to be tedious and time-consuming - and their documents show it. With clear instructions as well as before-and-after samples, "Persuasive Business Proposals" takes readers step-by-step through a highly effective process for writing customized packages that capture new business.

Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs-few of which result in new clients or contracts.

Now everyone can dramatically boost their success rate with the third edition of Persuasive Business Proposals. This classic guide explains how to craft compelling messages and powerful proposals that attract prospects’ attention and speak to their needs. The new edition includes more valuable information than ever before, including:

• Essential questions for qualifying opportunities

• Ways to 'power up' cover letters and executive summaries

• Advice for overcoming 'value paranoia'

• Guidelines for incorporating proof into a proposal

• Tips for winning renewal contracts.

Most people find proposal writing to be tedious and time-consuming-and their documents show it. With clear instructions as well as before-and-after samples, Persuasive Business Proposals takes readers step-by-step through a highly effective process for writing customized packages that capture new business.

Preface Seven deadly sins A good proposal is hard to find : but it's worth looking Recognizing reality Rushing to the exits A primer on persuasion Understanding persuasion Winning by a nose: the structure of persuasion Seven magic questions : how to develop a client-centered message Why the inuit hunt whales and other secrets of customer behavior The cicero principle : how to avoid talking to yourself in print Fluff, guff, geek and weasel : the art of saying what you mean Weaving your web : how to pull it all together from the start The art of the part : where to put your effort Letter proposals The structure and key elements of formal proposals Writing the business case Recommending and substantiating your solution Persuasive answers to rfp questions Presenting evidence and proving your points Gathering and tailoring reusable content How to manage the process without losing your sanity Deal or no deal? : qualifying the opportunity An overview of the proposal development process The pursuit of perfection : editing your proposal The packaging is part of the product Presenting your proposal Tracking your success Creating a proposal center of excellence Special challenges Index. Most people find proposal writing to be tedious and time-consuming--and their documents show it, but proposal writing is about more than checking off boxes on a list of requirements.Writing a winning proposal is vital to getting a ‘yes'on your next bid. That's why Tom Sant, a proposal consultant for Global 500 companies and the creator of widely used proposal automation systems, has spent his career providing hands-on guidance for crafting powerful proposals and RFPs.In Persuasive Business Proposals, he shares the same insights with you--teaching you what a good proposal is not and explaining the value of a proposal as an important and effective sales tool for driving business. You'll learn how to:attract prospects'attention and speak to their needs;ask essential questions for qualifying opportunities;“power up” cover letters and executive summaries;overcome “value paranoia”;incorporate proof into a proposal;and write winning renewal contracts.With clear instructions as well as before-and-after samples, the third edition of Persuasive Business Proposals takes you step-by-step through a highly effective process for writing customized packages that capture new business. Companies are still producing confusing, unpersuasive business proposals--few of which result in new clients or contracts. Learn how to craft a powerful proposal that increases your sales success.