Blast From The Past is something I’ll feature here regularly from now on. Each ‘blast’ will direct you to one of the most popular posts from my back catalogue – these are the posts that my statistics tell me generated most interest from you, my readers.
After that I’ll walk you, step by step, through a great way of turning that RFP analysis it into a compelling solution to your client’s requirement – the solution the client would design if they could.
You’ll start to beat your competition before you write a single word – because I’m also going to show you how to design a business proposal strategy that sets your proposal up to win long before you even power up your PC.
We’ll even delve into analyzing the psychology of your prospects to ensure that you use language that will positively influence them.
After that preparation we’ll take on the critical next step – we’ll start writing yourWinning business proposal.
You and I will first walk through creating a proposal outline – one of the secrets of a great business proposal is a great outline. Once you have your outline I’ll show you how to write the entire business proposal content quickly and easily.
When Vilfredo Pareto formulated his famous 80-20 rule in 1900, I wonder could he have guessed that 100 years later his rule would apply to sales in organisations like yours – with about 20% of all salespeople making 80% of all sales.
Research consistently demonstrates that over half of those in professional lack the basic attributes required for success in this difficult profession – attributes that World-Class salespeople possess as natural gifts or develop through training or single-minded focus. Of the remaining half, half of these again have the potential for success in some form of sales, but are currently selling the wrong product or service – leaving just about 25% who sell about 80% of the world’s products and services. Scary.
That’s why it is so key that all those of us with responsibility for driving our businesses forward have a keen understanding of the attributes that make for World-Class Salespeople – so that we can hire more of them. It’s also key if we are to recognise where any struggling salespeople on our team might need training or support.
I have just started a book, ‘Getting More’, and it has really grabbed my attention. So much so that I wanted to do a very quick pre-review (I think I just made that up) to share what I thought was really great advice in the first few minutes of the book (I say ‘first few minutes’ rather than ‘first few pages’ because I bought the audio version from Audible to listen on a long bus journey).
Diamond is a Wharton Professor and a Pulitzer Prize winning former journalist for the New York Times – so you expect he’ll be able to write!
I’ll get it finished over the next week or two and do a complete review then – but meantime I thought this extract was worth sharing.
Very early in the book Diamond outlines 12 principles that make his approach to negotiation more effective in the real world (and this is a man who persuaded 3,000 people in the jungles of Bolivia to stop growing illicit coca and to start growing bananas exported to Argentina).
He warns that they may seem deceptively simple – but when I read them they just resonated with me as useful for more than just negotiations. In the original each of these points has a full paragraph explaining the points – I hope my 1-2 line summarizing doesn’t hurt the meaning. Here goes: Continue reading “‘GETTING MORE’ by STUART DIAMOND” »