Download PDF Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts, by Tom Sant
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Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts, by Tom Sant
Download PDF Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts, by Tom Sant
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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
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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.
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Product details
Paperback: 288 pages
Publisher: AMACOM; Third edition (April 30, 2012)
Language: English
ISBN-10: 081441785X
ISBN-13: 978-0814417850
Product Dimensions:
6 x 0.8 x 9 inches
Shipping Weight: 1.1 pounds (View shipping rates and policies)
Average Customer Review:
4.3 out of 5 stars
47 customer reviews
Amazon Best Sellers Rank:
#175,751 in Books (See Top 100 in Books)
Well written, but then you would expect no less from someone who taught English classes at UCLA. Includes lots of sales tips. The best part is, it's concise. No words wasted. He tells it like it is. Avoid his advice and lose the bid.
Head-and-Shoulders above anything I've ever read on writing proposals & RFPs. Only author to show three levels/models of communication:informative (conveying information), evaluative (what your conclusions were about something you evaluated and how you arrived at those conclusions) and persuasive (getting others to buy into your recommendations). If it isn't brilliant ... it's sure darn close. Reads well ... interestingly written. Must-have for anyone that sells B2B or uses persuasion extensively in his/her business activities.
Really good detail on helping win business with great proposals. Our sales team uses this model, so reading it helped our marketing team better support their efforts.
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.
I write proposals almost daily in a b2b selling environment. A particularly important opportunity prompted me to purchase this book, to see if there would be any tips or pointers of use. From the first few pages I was impressed, and expect you will be too.After sending the proposal mentioned above - written with this book in hand - I was delighted to receive a very positive reply almost instantly. Owe much of this to the words on these pages. Highly recommended.
This is a great "how to" book on development of sale proposals and RFP responses with very tangible and doable suggestions/guidelines. I have read several times, have a "dog-eared" copy next to my desk, carry sometimes when I travel, and refer back to it often.I bought a copy for my entire sales team and pre-sale team; I send one out to each new hire in sales. I have also subscribed to his "Messages that Matter" blasts which are very useful as well and have participated in several webinars - they are very helpful.Five Star Book - While some of "Persuasive Business Proposals" is not necessarily rocket science it does offer the topics in a very useful and pragmatic approach. The book is offered in a readable format, but it is also organized for reference later. The book I own is dog eared and worn - that is only after a year. I have sections with "Post-It" tape flags and section marker with binder clips. If you ever have to write a document, letter, proposal, or email to a customer or prospect - and you have not read this - then you probably aren't getting your message across.There are so many sales books out there it is flabbergasting, but most never touch the topic of the proposal - big mistake - if you do all the right stuff in the sales cycle and write a bad proposal - at best you get embarrassed - worst case you lose the business. This offers many of sales traits but also handles the most important and that is your prospect facing documentation.Six Star Workshop - The book is the starting point - a workshop with Tom is icing on the cake. I just hired Tom (after reading the book) and completed a workshop with Tom on "Persuasive Business Writing" skills focused on the sales team, executive summaries, and the organization of materials from front to back. It was absolutely the most effective sales and process training my team has had - evidenced by feedback from the sales executives who said universally that it will make a difference in their results immediately. My team reiterated this by saying: "while we had read in details and begun to practice some of the skills - the workshop accelerated the understanding and adoption, which will translate into improved sales."Don't believe me - read the book.
This is a great primer for writing general proposals. It's chock full of information as well as being very readable. I read it in 2 evenings and was able to utilize what I found the day the book arrived.It's written by the founder of Sant Solutions, a great RFP/Proposal software, and never mentions this so there are NO infomercial ties as with lots of these kinds of things.Excellent resource.
This is the best book to explain both strategy and "how" to write a competitive proposal. The other books on the subject are too basic, they are explaining math while the being competitive requires the ability to manipulate the math, thus algebra, in order to reach and influence the reader. I refer to it often.
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