Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts

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Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs - few of which result in new clients or contracts...
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Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs - few of which result in new clients or contracts. Now everyone can dramatically boost their success rate with the third edition of "Persuasive Business Proposals". This classic guide explains how to craft compelling messages and powerful proposals that attract prospects' attention and speak to their needs. The new edition includes more valuable information than ever before, including: essential questions for qualifying opportunities; ways to "power up" cover letters and executive summaries; advice for overcoming "value paranoia"; guidelines for incorporating proof into a proposal; and tips for winning renewal contracts. Most people find proposal writing to be tedious and time-consuming - and their documents show it. With clear instructions as well as before-and-after samples, "Persuasive Business Proposals" takes readers step-by-step through a highly effective process for writing customized packages that capture new business.
 

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Editorial Reviews

Review

"…offers powerful methods for crafting compelling messages and winning proposals that speak to your prospects' needs and establish your firm's strategic value." --New Equipment Digest
 

Book Description

Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs—few of which result in new clients or contracts.
Now everyone can dramatically boost their success rate with the third edition of Persuasive Business Proposals. This classic guide explains how to craft compelling messages and powerful proposals that attract prospects’ attention and speak to their needs. The new edition includes more valuable information than ever before, including:
• Essential questions for qualifying opportunities
• Ways to “power up” cover letters and executive summaries
• Advice for overcoming “value paranoia”
• Guidelines for incorporating proof into a proposal
• Tips for winning renewal contracts.
Most people find proposal writing to be tedious and time-consuming—and their documents show it. With clear instructions as well as before-and-after samples, Persuasive Business Proposals takes readers step-by-step through a highly effective process for writing customized packages that capture new business.
 
 

Most Helpful Customer Reviews

4 of 4 people found the following review helpfulBy Regan Ford on December 7, 2012
Format: Paperback
In the commercial lawn care industry, every job I get is through a bidding process. Every bidder must send a proposal that includes your bid. It is up to you how much information you use. Sometimes these contracts are awarded without a sales presentation, Which means your proposal is very Important. This Book has revolutionized how I write my proposals. I used to think my proposals were professional and well written, After reading this book I relized how much business I was losing by simply not seperating my proposals from the rest. As you can imagine, those of us in the lawn business are sometimes not the most educated people in the business world. This book has taught me step by step how to standout in a cluttered bid process. Thanks Tom, It's a terrific book
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1 of 1 people found the following review helpfulBy Michael JP on June 11, 2013
Format: Kindle Edition Verified Purchase
I've been involved in proposals from the vendor side much of my career. This book brings out many things that one would assume are obvious but are not.

For example N.O.S.E. is about 4 key things that need to be in your proposal and why Needs, Outcomes, Solutions and Evidence. Sant also highlights research showing that the brain expects things in a certain order and how to use that for proposals.
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1 of 1 people found the following review helpfulBy Gary Parker on April 17, 2013
Format: Kindle Edition Verified Purchase
Shift in the way we go after business. Excellent book on wining, I personallly read twelve business improvements annually. Rank this book in top ten.
 

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