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

ISBN-10: 081441785X

ISBN-13: 9780814417850

Edition: 3rd 2012

Authors: Tom Sant

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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 * Tips for winning renewal contractsMost 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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Book details

List price: $29.50
Edition: 3rd
Copyright year: 2012
Publisher: Amacom
Publication date: 5/10/2012
Binding: Paperback
Pages: 288
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 1.034
Language: English

Seven Deadly Sins
A Good Proposal Is Hard to Find… But It's Worth Looking
Recognizing Reality
Rushing to the Exits
A Primer on Persuasion
Understanding Persuasion
Winning by a NOSE: The Structure of Persuasion
Seven Magic Questions: How To Develop a Client-Centered Message
Why the Inuit Hunt Whales and Other Secrets of Customer Behavior
The Cicero Principle: How to Avoid Talking to Yourself in Print
Fluff, Guff, Geek, and Weasel: The Art of Saying What You Mean
Weaving Your Web: How to Pull It All Together Right from the Start
The Art of the Part: Where to Put Your Effort
Letter Proposals
The Structure and Key Elements of Formal Proposals
Writing the Business Case
Recommending and Substantiating Your Solution
Persuasive Answers to RFP Questions
Presenting Evidence and Proving Your Points
Gathering and Tailoring Reusable Content
How to Manage the Process Without Losing Your Sanity
Deal or No Deal?: Qualifying the Opportunity
An Overview of the Proposal Development Process
The Pursuit of Perfection: Editing Your Proposal
The Packaging Is Part of the Product
Presenting Your Proposal
Tracking Your Success
Creating a Proposal Center of Excellence
Special Challenges
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