How to write a proposal

The proposal is a silent salesperson. It can replace the salesperson and sell different objects at the same time, breaking through the time and space constraints. It is a comprehensive summary of the sales process and the basis for the customer's judgment.

Proposal preparation skills Before writing a proposal, you should first prepare the information for writing the proposal, which should be noticed from the beginning of the sales preparation. Therefore, the information of the proposal is taken from the sales preparation, inquiry investigation, Showcasing the various processes, such as your understanding of the customer in these sales processes and the impact on the customer, is the main factor in the success or failure of the proposal.

What information should I collect before writing a proposal?

Grasp the information of the customer's current situation:

For example, brokers in the insurance industry should know that the customer's information includes: · Currently participating in those insurance;

·age;

· Family population;

· The age of the child;

· occupational status;

· income status;

·Physical conditions.

Correctly analyze the problem points that the customer feels or the improvement points that you want to make:

Find out where customers are dissatisfied with the status quo. If your sales target is a business, you can collect opinions from each user on the status quo.

Knowing the customer's dissatisfaction with the status quo, the salesperson can make a way to conceive the improvement.

The status of the competitors:

You need to grasp the situation of competitors' involvement and the advantages and disadvantages that competitors may bring to customers, provide customers with various trading conditions, etc., and obtain the intelligence of competitors. You can offset the competitor's sales countermeasures when making proposals. Highlight your strengths and help clients make the right choices. Understand the procurement process of the client company:

The salesperson knows the procurement program of the client company to know the delivery object of the proposal, and can grasp whether the proposal needs to be submitted before the other party prepares the budget to obtain the budget.

Understand the customer's decision habits:

When some customers make purchase decisions, they are accustomed to collecting very detailed information. Some customers are accustomed to key information and require sales personnel to be present to explain the proposal. Therefore, in advance to understand the habits of customer purchase decisions, you can make a proposal that fits the taste of the customer.

The writing skills of the proposal's writing skills can help you achieve the purpose of the proposal. The proposal is a medium of communication, and its ultimate goal is to obtain an order. How can I sign a contract with your client after seeing your proposal? You have to meet two conditions:

1. Make customers feel satisfied

Let customers feel that demand can be met and problems can be solved.

When customers spend money on purchases, they must be dissatisfied with the status quo or want to improve the status quo. When the customer has this idea and is exploring, if you can provide customers with a set of recommendations suitable for solving customer problems. It is tantamount to helping the customers.

How can I make the above proposal? The key points are mentioned in the preparation skills of the proposal – to be able to correctly analyze the customer's problem points.

2. Communication with key people You must also communicate effectively with the organizer, the supervisor of the organizer, the user, the budget control department, and key personnel.

A proposal may not be completely through the five kinds of people. Here we use these five examples as examples to remind you how to communicate effectively with these objects when writing a proposal.

Undertaker:

The person responsible for the contract is the first-line personnel who communicate with you on behalf of the company. The role he plays is often to explain to you the characteristics of the product, the utility, how many problems can be improved, how much efficiency can be improved, etc. Therefore, in the position of the undertaker, I hope to obtain sufficient information for all the details. Therefore, when you write a proposal, you should be strict with the details, and there should be no flaws. You can supplement the instructions with the attached files. It is important that the organizer can answer the questions that the superior may ask. Organizer:

Most of the directors of the organizer have innocent attention to the trivial details, and in terms of the supervisor's position, he pays more attention to the results. As for the details of the results, he is authorized to audit the contractors. Therefore, the “subject”, “purpose” and “conclusion” in the proposal are the focus of the director’s supervisor. The “subject”, “destination” and “conclusion” of your proposal should meet the needs of the organizer.

user:

For the user, the focus of the proposal is to address the current situation of the user and the areas where you want to improve, and explain in detail how to solve the problem after adopting the new product.

Budget Control Department:

The focus of the budget control department is on the cost estimate and whether it is in line with the budget. Therefore, regarding the cost part, when writing a proposal, you must clearly and clearly state the various expenses, and summarize the details in a clear statement so that they can see at a glance.

Key person

Key people care about two key points, one for effectiveness and the other for priority.

The key person is at the top of the company, and his judgment point is mostly how the utility of the company can help the operation of the company. For example, your product will help increase the performance of sales people, and key people will recognize this utility.

In addition, the priority order is also the focus of key people's judgment. Because the key person is thinking about things from the perspective of the company's overall perspective, he often faces not a single incident. Therefore, he will weigh two things that are completely irrelevant and make implementations. Priorities, therefore, if the sales staff neglects this consideration, they are often suspended by key personnel and abandoned. If you can skillfully meet the above two conditions when writing a proposal, I believe that your proposal must be strongly convincing and competent to play the role of a silent salesperson.

3. Grasp the situation of competitors

You need to grasp the situation of competitors' involvement and the advantages and disadvantages that competitors may bring to customers, provide customers with various trading conditions, etc., and obtain the intelligence of competitors. You can offset the competitor's sales countermeasures when making proposals. Highlight your strengths and help clients make the right choices.

4, understand the customer's procurement program

The salesperson knows the procurement program of the client company to know the target of the proposal, and can grasp whether the proposal needs to be submitted before the budget is prepared to obtain the budget. 5, understand the customer's decision habits

When some customers make purchase decisions, they are accustomed to collecting very detailed information. Some customers are accustomed to key information and require sales personnel to be present to explain the proposal. Therefore, in advance to understand the habits of customer purchase decisions, you can make a proposal that fits the taste of the customer.

The composition of the proposal has ten items that are indispensable for preparing a complete proposal.

· Cover and title

·Greeting

·table of Contents

·Subject

·status quo

·Proposal improvement measures

·Compare the difference before and after use

·Cost-benefit analysis

·in conclusion

·Affiliated files

Below, we will explain them one by one.

1, cover and title

· The title can be formulated from the direction of the policies and strategies of the client company, such as improving efficiency, improving morale, enhancing employee benefits, etc., so that customers can feel that your proposal is helpful to implement the company's policies and strategies.

· The cover can be made of a good material, and the appropriate choice can be given according to the nature of the proposed product, such as rational or emotional products.

· The cover design is generous and has a sense of organization.

· The cover should indicate the subject, the proposer, and the date.

· The cover can be based on the thickness of the proposal, considering the way of binding.

· When writing a title, the actual subject matter should be added. If the status quo analysis, you can add "the analysis of the status quo of the use of 〇〇 type computers in your enterprise"; the benefit analysis can be added to the "use of XX type computers to bring benefits to your business." The person who reads the proposal has the feeling of being on the spot. And make your proposal lively.

2, greetings

· First of all, the gratitude you want to express is that your customer gives you the opportunity to sell.

·Thanks to the relevant departments for your assistance, and at the same time show that you have invested considerable time and energy in order to give the best advice to customers.

·Grateful greetings should not be too long. When you are grateful, it is best to target companies and departments. Try not to mention individual thanks.

3, the catalog

The order of the titles of each paragraph can be suggested in the following order:

4, the main purpose

The purpose of the proposal should be based on the goals that the client company wants to achieve, and it should be able to point out the goals and advantages that can be achieved after the proposal is adopted. At the same time, the main thrust of the proposal is as concise as possible.

5. Analysis of the status quo

· Analyze the main problem points and the causes.

· The analysis of the problem points should be based on the information of the sales personnel survey, and if necessary, the confirmation of the relevant personnel of the customer company.

· The problem must be that the customer is interested and concerned.

· The reason for the grasp must be recognized by the customer.

6, suggest improvement measures

Your countermeasures should be able to improve the cause of the problem, and clearly understand the customer, as well as specific information to prove that your countermeasures are feasible. 7. Compare the difference before and after use

In the proposal, you need to compare the difference between before and after use. When comparing, you need to make specific proof. For example, the current output of 1000 units per day, and the output of 1,500 units per day after automation, have a favorable point to influence the purchase decision. And the disadvantages must be compared so that the customer can objectively judge the difference. However, one thing to note is that when comparing, only the results are compared. The detailed reasons can be explained by the attached file.

8, cost-benefit analysis

The cost calculation of the proposal should be correct and reasonable. The benefits include tangible benefits and intangible benefits. The tangible benefits are best quantified. Benefits must be recognized by the customer.

9. Conclusion

The conclusion is to aggregate the special benefits and benefits of the customer and conclude that the order can be requested.

10. Attached files

Attached files should be easy to query, and each attached file must have a title and page number.

Although not all products require the use of a proposal, if the product you are selling is of high added value, can improve the efficiency of the customer or solve the customer's problems, the proposal is an indispensable sales tool.

The proposal is to use the combination of words for sales. The logical structure of the proposal and the way of expressing it can show whether you are professional enough. The writing skills of the study proposal are to let the customers who read the proposal feel your profession, but more I agree with your suggestion.

Remember to remind yourself when writing a proposal:

· Why do potential customers accept my proposal?

· What other points can help customers make quick and correct decisions?