Sales proposals: Love them or hate them, they're an integral part of any successful deal. While some salespeople might view these documents as unnecessary—or even as a waste of time—they're actually one of the most powerful instruments in a salesperson's arsenal of deal-closing tools. In fact, proposals can make all the difference between losing a sale and closing one. And when done properly, a proposal will not only help close the sale, but it will also make that sale larger than it otherwise would have been.

1. 6 Killer Steps
to Create a
Kick-Ass
Sales
Proposal

2. Make the first page count 1
Do not start the presentation talking about your company. Your
prospects don’t care about this. They really don’t.
What they want to know is, “How can this person help me
solve a problem?”
Address that question by putting the following three pieces of
information on your first page;
1. A brief summary of the prospect’s situation
2. The key objectives your prospect wants to achieve
3. The value in meeting those objectives.
The reason you want to place all of this information on the first
page is to capture your prospect’s attention. And the reason it is
effective is because it is all about them. Not you!
This PowerPoint presentation is based on http://www.eyesonsales.com/content/article/7_killer_steps_to_creating_a_kick-ass_sales_proposal/. Full credit for the content goes to KELLEY ROBERTSON

3. Use headings 2
Your prospects are
busy people, just like
you are. Make it easy
for them to find specific
information by using
headings throughout
the proposal. Headings also break
up the page and
make your proposal
easier to read just
like a good article or
blog post.
This PowerPoint presentation is based on http://www.eyesonsales.com/content/article/7_killer_steps_to_creating_a_kick-ass_sales_proposal/. Full credit for the content goes to KELLEY ROBERTSON

4. Include testimonials 3
Ever watch an infomercial? Notice how they make liberal use
of endorsements and testimonials? You can do the same
thing in your proposals.
You can sprinkle them throughout and include them in
each section other than on the first page (you don’t want
anything to distract your prospect from reading the first
page).
Be careful not to get carried away, though.
Testimonials should reinforce key points, not take over
your proposal
This PowerPoint presentation is based on http://www.eyesonsales.com/content/article/7_killer_steps_to_creating_a_kick-ass_sales_proposal/. Full credit for the content goes to KELLEY ROBERTSON

5. Address the risk factor 4
Most new prospects will
have some hesitation
about moving forward with
your solution, especially if
you are unknown to them.
Be proactive and address
the potential risk by
outlining how you will
reduce their risk.
Perhaps a trial offer, money-back guarantee, or
some other offer that will help your mitigate any
risk issues your prospect might be dealing with.
This PowerPoint presentation is based on http://www.eyesonsales.com/content/article/7_killer_steps_to_creating_a_kick-ass_sales_proposal/. Full credit for the content goes to KELLEY ROBERTSON

6. Keep it brief 5
One mistake that many people make is including too much
information in their sales proposals.
Don’t exceed three or four pages. You can pack a lot of
information onto four pages; the key is to include ONLY necessary
relevant information.
This PowerPoint presentation is based on http://www.eyesonsales.com/content/article/7_killer_steps_to_creating_a_kick-ass_sales_proposal/. Full credit for the content goes to KELLEY ROBERTSON

7. Conclude with specific call to action 6
The worst way to finish a proposal is to say something like,
“If you have any questions give me a call.”
Don’t do that.
This PowerPoint presentation is based on http://www.eyesonsales.com/content/article/7_killer_steps_to_creating_a_kick-ass_sales_proposal/. Full credit for the content goes to KELLEY ROBERTSON

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