From the course: Craft Your Sales Pitch with Competitive Differentiation

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Differentiating your written proposal

Differentiating your written proposal

From the course: Craft Your Sales Pitch with Competitive Differentiation

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Differentiating your written proposal

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- Most sellers combine their final deck with some sort of written proposal. You probably have a template for this, but if you're picking up on a theme of this course, you know you need to customize that proposal for every customer. Your final written proposal should put a bow on top of every conversation you've had with the customer up until this point. It includes details like products spec, pricing, terms of agreement, and other not so emotive aspects of business. And it should also create urgency, emotion, and value in the eyes of your buyer. So how do you do that? You need to include three things. First, an Executive Summary. At the top of your proposal, you should include an executive summary that concisely summarizes the customer situation, and how your solution helps them accomplish their goals. And don't get too granular here, keep it broad and focus on a high level. This part of your proposal should be a…

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