How to write a proposal

proposal is a silent salesperson, which can replace the salesperson to sell to different objects at the same time, breaking through the limitations of time and space; It is a comprehensive summary of the sales process, and it is also the basis for customers to choose and judge.

preparation skills of proposal

before writing a proposal, you should first prepare the materials for writing the proposal, which you should pay attention to from the beginning of sales preparation. Therefore, the materials for the proposal are taken from various processes such as sales preparation, inquiry and investigation, presentation and explanation, and your understanding of customers and their influence during these sales processes are the main factors for the success or failure of the proposal.

Information on the customer's current situation:

For example, brokers in the insurance industry should know the customer's information as follows: What insurances are they currently participating in;

age;

number of family members;

the age of the child;

professional status;

income status;

physical condition.

Correctly analyze the problems that customers feel or want to improve:

Find out what customers are dissatisfied with the status quo. If your sales target is an enterprise, you can collect the opinions of users on the status quo.

knowing the customer's dissatisfaction with the current situation, the salesperson can conceive the improvement method.

Grasping the situation of competitors:

You should grasp the situation of competitors' involvement, the advantages and disadvantages that competitors may bring to customers, and the trading conditions provided to customers, etc., and obtain the information of competitors. When you make a proposal, you can offset the sales countermeasures of competitors, highlight your own advantages and help customers make the right choice. Understand the procurement procedures of the customer's enterprise:

Only when the sales staff understand the procurement procedures of the customer's enterprise can they know the delivery target of the proposal, and at the same time, they can grasp whether the proposal needs to be put forward before the other party prepares the budget, so as to obtain the budget preparation.

Understand customers' decision-making habits:

Some customers are used to collecting very detailed information when making purchase decisions. Some customers are used to focusing on information and require sales staff to be present to explain the proposal. Therefore, knowing the customer's buying habits in advance, you can make a proposal that suits the customer's taste pattern.

writing skills of proposal

1. Make customers feel satisfied

Make customers feel that their needs can be met and their problems can be solved.

When customers spend money on purchases, they must be dissatisfied with the status quo or want to improve it. When customers have this idea in mind and are groping for it, if you can provide them with a set of suggestions suitable for solving their problems immediately, it will be tantamount to helping them a lot.

2. Communication with key people You should also communicate effectively with the undertaker, the supervisor of the undertaker, users, budget control departments and key people.

Organizer:

The person in charge of the organizer is the first-line person who communicates with you on behalf of the enterprise. His role is often to explain the characteristics, utility, how many problems can be improved, how much efficiency can be improved, etc. for you. Therefore, from the standpoint of the organizer, I hope to get sufficient information about all the details. Therefore, when you write the proposal, you should be strict with all the details, and there must be no flaws. You can supplement the explanation in the form of attachments, and make sure that the undertaker can answer the questions that may be raised by the superiors. Supervisor of the organizer:

Most supervisors of the organizer have no time to look at trivial details, and from the supervisor's standpoint, he pays more attention to the results. As for the details of the reasons for exporting the results, he authorizes the organizer to review them. Therefore, the theme, purpose and conclusion in the proposal are the focus of the organizer's supervisor. Your theme, destination and conclusion in writing the proposal should meet the needs of the supervisor of the organizer.