Comments on: How to Write the Perfect Sales Proposal http://www.caskeyone.com/how-to-write-the-perfect-sales-proposal/ Sales & Leadership Training For High Achievers Wed, 01 Feb 2012 23:27:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Todd Rogers http://www.caskeyone.com/how-to-write-the-perfect-sales-proposal/comment-page-1/#comment-75 Todd Rogers Thu, 09 Apr 2009 13:57:49 +0000 http://www.caskeyone.com/blog/?p=1239#comment-75 Priceless: Both this article and how I deliver initial proposals. I've learned that when you present a handout in any venue, human nature is to initially begin reading that what was presented and tune out the speaker. Magicians do it all the time on stage. However they call it "misdirection." How about this: do a non-handout recap without even having the proposal in view; keep it in your brief case lest your prospect starts to daydream and muse while frequently glancing at the file-folder in front of you..."when's he gonna pass those out???" Next, pass out "Proposal I" which recaps what has been discussed thus far...pain, opportunity, methodology, etc...but makes no mention of price, and immediately ask them to turn to a specific page as it's being handed out. Recap and discuss this. Last, pass out a one page price document, "Proposal II." Priceless: Both this article and how I deliver initial proposals. I’ve learned that when you present a handout in any venue, human nature is to initially begin reading that what was presented and tune out the speaker. Magicians do it all the time on stage. However they call it “misdirection.” How about this: do a non-handout recap without even having the proposal in view; keep it in your brief case lest your prospect starts to daydream and muse while frequently glancing at the file-folder in front of you…”when’s he gonna pass those out???” Next, pass out “Proposal I” which recaps what has been discussed thus far…pain, opportunity, methodology, etc…but makes no mention of price, and immediately ask them to turn to a specific page as it’s being handed out. Recap and discuss this. Last, pass out a one page price document, “Proposal II.”

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