Business Proposal Letter - Excel by ynt39010


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                                                    Sample Sales Process
                                                       Events, Tactics, Tasks

                                                              Resources      Expected   Completed
                       Action                        Owner                                          Outcome
                                                               Required        Date       Date
I. Before the Call
     Receive or generate sales lead.

     Perform preliminary research on your
     prospect’s specific industry and business
     environment, issues, etc., and the person
     you will be calling. This information should
     be captured in the situation assessment
     section of your account planning document.
     Determine first-call objectives for yourself
     and your prospect.
     Predetermine opening remarks that will
     establish your credibility.
II. First Call
     Make contact.
     Establish trust and rapport through
     questioning, based on what you already
     know about your prospect.
     Preliminarily qualify using several key
     criteria, i.e., buying plans, budget cycles,
     buyers, approvers, procurement and
     decision processes, etc.
     Confirm or discover prospect’s (additional)
     critical business processes within your
     company’s domain.

                                                    Source: ES Research Group, Inc.
                                                               (c) 2008                                       Page 1 of 5
                                                       Sample Sales Process
                                                          Events, Tactics, Tasks

      Confirm or discover prospect’s (additional)
      business plans to determine your potential
      Identify your actual and potential
      competitors (including “do nothing”) and the
      prospect’s perception of each.
      Identify potential generic objections (e.g.,
      “We don’t buy from small companies”).
      Identify others in the prospect’s organization
      who could benefit from what you sell and
      how they might benefit.
      Follow up with a (perfectly written) thank-
      you letter, highlighting any action items,
      agreements, or key points discussed.
III. Follow-up Interviews and Sales Calls
      Scrutinize the prospect to produce a
      comprehensive situation assessment.

    Further qualify based on your assessment.
    Deliver executive presentation.
    Obtain agreement on criteria, processes,
    time frames, and contacts for evaluation.
    Determine the value each buyer or decision
    maker could derive by using your offering.
    This information will be used in your
    proposal and the ROI it projects.
    Determine your sales objective and commit
    it to paper or disk.

                                                       Source: ES Research Group, Inc.
                                                                  (c) 2008               Page 2 of 5
                                                   Sample Sales Process
                                                      Events, Tactics, Tasks

    Determine your sales strategy and commit it
    to paper or disk.
    Continue recording tactics, events, and
    actions, including the ones in this list.
    Reserve time for members of your team and
    other key resources.
    Identify specific end users or consumers
    involved in project. Interview as required.
    Periodically solicit a restatement of buying
    or decision criteria and processes from
    Identify and arrange to meet other crucial
    Identify candidates to train as allies.
IV. Additional and Continuing Tasks
    Schedule demonstrations, tests, pilot
    studies, and other required pre-purchase
    approvals. Assure that all crucial personnel
    Arrange meetings or calls with other
    members of your team as appropriate.
    Stay in touch with key evaluators and
    decision makers (use Toole’s Model).
    Constantly update your research on your
    competition. Use sources inside and outside
    your prospect’s company.
    Solicit objections from key evaluators,
    recommenders, decision makers, and

                                                   Source: ES Research Group, Inc.
                                                              (c) 2008               Page 3 of 5
                                                  Sample Sales Process
                                                     Events, Tactics, Tasks

    Exchange any additional required data,
    specifications, drawings, documentation,
    etc., with the prospect
    Receive feedback from demonstrations,
    pilots, or other pre-approval events.
    Deliver on time and without fail on any
    commitments you or members of your team
    have promised.
    Resolve any questions or issues that arise
    during the pre-approval processes.
    Develop product or service delivery phase-
    in plans.
    Exchange financial or credit information as
    Arrange reference calls or visits, making
    sure to brief your customer in advance.
    Provide your contract, licensing
    agreements, or other legal documentation
    Get any approvals you need from your own
V. Proposals and Presentations
    Prepare ROI, making sure the return
    expected is within boundaries specified by
    your prospect.
    Prepare, pretest, and submit your business
    Present your proposal to key decision
    makers and buyers.

                                                  Source: ES Research Group, Inc.
                                                             (c) 2008               Page 4 of 5
                                                Sample Sales Process
                                                   Events, Tactics, Tasks

Solicit affirmation that your proposal meets
Engage in final negotiations.
Get final approval on project/product/service
Ensure that the contract or agreement is
signed and a letter of confirmation sent.

                                                Source: ES Research Group, Inc.
                                                           (c) 2008               Page 5 of 5

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