A proposal finalises the sales process, it doesn’t begin it. Ideally, you should NEVER put a proposal to a prospect without having a conversation first.
Let’s say you get a request out of the blue to provide “some information”. What do you do? What you don’t do is just send some information as requested.
Step 1 - Diagnose
You pick up the telephone, call the person, and ideally arrange a meeting to ask more questions. Questions such as:
• what are you trying to achieve? what are your objectives?
• what are the issues you are currently facing?
• what have you tried before?
• what has led you to thinking this might be your solution?
• what are your constraints?
• what is your timeframe?
• what is your budget?
Step 2 - Plan
Look for areas where you can add value. Can you position a better product, a better way or a better price construct to give an outcome superior to the one they are thinking of? Aim to be as helpful as possible. Even if you just give advice and don’t win the work, they’ll think of you again.
If possible, give your prospect two or three options that fall within different budgets. You never know what funding they may have available to them, and you’re leaving money on the table if you give them one choice to either accept or reject. When provided with a good, better, best structure, most people tend to fall in the middle.
Step 3: - Socialise
Then it is a good idea to socialise your proposed solution with the person. Get their input, buy-in and feedback on the various options and let them select the one that works best for them.
Step 4: - Write
Lastly, put the information into writing, in a proposal.
Step 5: - Deliver
If you can, deliver a draft proposal in a face-to-face meeting and walk them through what you are thinking. Again, get their input, buy-in and feedback.
Step 6: - Close
Then send them a final proposal, with all your agreed points. If you make any changes from what was agreed, go back to them and let them know.
I hope this helps.
Answer:
danger is used for the most severe hazards
Explanation:
<span>The main motive behind dealer incentives is to give the dealers a low price for stocking the companies products. The company that gives the biggest dealer incentive will attract more dealers to actively sell the product of that company. It can be seen in case of cars, the incentives given by the manufacturers to their dealers for stocking the cars. Hope this helps :)</span>
Whole-life insurance has a cash value for the insured person if he decides to stop paying premiums and cash the policy in. This statement is a fact (true).
If the insured person gives up his policy he will receive the cash value not the face amount. If he dies, his beneficiaries will receive the face amount.
Answer: those benefitting from affirmative action begin to experience self-doubts about their competence and merit.
Explanation:
Affirmative action is a policy whereby the sex, color, national origin, religion etc are taken into consideration in order to increase the opportunities that are given to a particular set of people. It is used to create fairness.
A setback of affirmative action is that those benefitting from affirmative action begin to experience self-doubts about their competence and merit.
