Do your proposals express what you want to sell or what your prospects want to buy?
The biggest mistake people make when selling by proposal, whether to governments or private industry, is talking all about what they have to sell instead of offering a solution that meets the prospect’s needs. It is a complex dance, after all, how can you sell your product or service without describing it?
Your offering’s features are not a benefit for your prospect. So, what exactly is a benefit to your prospect? When you go beyond specifications and link your features to your prospect’s true needs, you create benefits.
Do you need help identifying your prospect’s needs? Do you want to write compelling proposals that link your features to those needs? Contact us to learn more about how we can help you write winning proposals.