I think that each sales manager will agree with me that well-written quotation - one of the components of business success.Through the hands of customers is constantly held a lot of offers, but for some reason one of hundreds of leads to take a decision in favor of the supplier of the goods.Although very often by clearly seen that the selected client company nor on their terms, not on the quality of the goods is no different from the others.Why is this happening?Yes, the thing is that the staff selected companies know how to make a business proposal that will work itself.And we are talking about the proposals, which are designed for all potential customers - both those with whom the company has already worked, and completely new.
Here are the general rules of drawing up of the offer, remember that you must not only supply the manager, but to the director of the company.
determine why customers choose us?
answer to this question should be a sense of the offer.Without a clear understanding of the sales strategy and understand how to make a business proposal impossible.See the description of the goods, the main highlight.
Write down all the benefits
only highlighting features of a product, you can make working offer.Now we have to translate these features with the production of simple language to another buyer.
For convenience, there are several points on which the goods being valued any potential client.It is the conditions of production of the goods, particularly its sales, delivery, and, of course, guarantees, both wholesale and retail consumers.If some of the aspects are not seen in the recorded benefits, it is necessary to supplement the list.
sell the idea
Look carefully formulated proposals and try to escape from the description to the application.If you need to sell an innovative new subject, focusing on the features of its application.If it is a traditional product - should be allocated to all the known characteristics.
Rate the quality of the resulting product offer
Now you need to evaluate how significant each customer for any of the listed items.Immediately it becomes clear that there are key positions, and there are minor.Key set at the top of the list, and small - to the end.Sometimes it is not clear what will be the key to the client, and that will leave him indifferent.Therefore, you can use three ways to evaluate how to make a commercial offer optimal way.
- to experts.For this is a few variants of the offer.Then we conducted a survey of sales managers of the companies and firms partners.Brings out the best of these proposals.
- rank regular customers.You will send different versions of the offer to existing partners and see which one caused the greatest response.
- Evaluation of new customers.There is a delivery of new firms.
addition to the rules, we must remember that work on a major commercial offer can not be completed in one day.For its creation will require an average of a week: one or two days to compile and three or four days on the evaluation and selection of optimal result.This period must take into account when working.If you plan on selling perishable goods, then how to make a business proposal, it is necessary to think ahead of time.
These simple rules will be effective offers, able to work on the planned result.With this combined scheme appears the text that he is able to sell any goods.
