The 6 W’s of Selling in Proposals

As with a verbal sales presentation, your written sales presentation should have a beginning, a middle and an end.

The beginning …. it addresses the prospect’s situation, thanks them for the opportunity and identifies with their specific needs.

Secondly, the middle includes all the selling information about your product/service and company and …

The end then builds the momentum, summarises the key selling points, and includes the “”move forward”" strategy along with an action plan and “”the next step”".

Make sense?

Before you sit down to write any sort of proposal, it’s vitally important that you address the 5 questions of selling and incorporate them into your document.

They are:

“”Who, What, When, Why, Where and How”" or more specifically:

1. WHO is your target market …

2. WHY do they need your product and your company?

3. WHAT are you selling and what are the benefits to the buyer?

4. HOW can you prove that your product or service fulfil their needs better than any other offer?

5. WHAT – What is the next step?

6. WHEN – When do they need to make a decision?

We show you how to address each of these steps in Proposals that Sell program. Click here for more details.