Sales Professional’s
Guide to Writing Winning Proposals
By Bob
Kantin
This book details a framework to create sales proposals that shift the paradigm from typical sales person
to sales professional. The days of filling out simple, one-page pricing sheets are long gone—they are being replaced
by a sales proposal development process. This new process should become part of a success formula that includes analyzing
a prospect’s current situation, prescribing a solution, and assisting the buyer in making an informed
decision. The concept of a sales proposal development process is supported by the fact that a buyer-focused
sales proposal is the single biggest user of information gathered throughout the sales process.
This book also
presents the concept that developing a winning sales proposal is a process not a single-event, writing project. It shows that
sales organizations and sales professionals will continue to experience mediocre results if they view
proposal development as simply a cutting and pasting exercise using past proposals. And, as also affirmed in Bob Kantin’s
book, Why Johnny Can’t Sell …and What to Do About It, sales organizations needs to take responsibility for developing and maintaining proposal models for their sales forces.
Why Johnny Can’t Sell …and What to Do About It
By
Michael Nick and Bob Kantin
In the competitive
world of sales, organizations and managers have long bought into popular methodologies, exposing sales teams to a multitude
of new approaches in the hopes of capitalizing on the next hot thing. But while many things work in the short term, no success
seems to last.
Why Johnny Can't Sell ... and What to Do About It is the story of “Johnny,”
the sales professional who has tried it all and still hasn’t found the formula for consistent success that helps him
understand his product, his customers, and how to close the deal.
Nick and Kantin chart Johnny’s course
through the sales process, examining his methods and providing sound advice and practical exercises. Why Johnny Can’t
Sell is an essential sales companion, helping readers increase sales by bridging the gap between product and sales training.
Managers,
sales teams, and field reps will learn to:
- Recognize training gaps
- Build sales tools that boost selling power
- Communicate success to customers
- Determine the value
of a product or service to a prospect
- Demonstrate value with
compelling proposals and presentations
Why Johnny Can’t Sell guides salespeople of all levels throughout the sales process, providing sound advice
and practical exercises to build confidence and create custom sales approaches increasing the bottom
line.
