Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts by Tom SANT | Paperback | Barnes & Noble
Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts / Edition 3

Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts / Edition 3

4.6 3
by Tom Sant
     
 

ISBN-10: 081441785X

ISBN-13: 9780814417850

Pub. Date: 04/30/2012

Publisher: AMACOM Books

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

Overview

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.

Product Details

ISBN-13:
9780814417850
Publisher:
AMACOM Books
Publication date:
04/30/2012
Edition description:
Third Edition
Pages:
256
Sales rank:
533,649
Product dimensions:
6.00(w) x 8.90(h) x 0.50(d)
Age Range:
18 Years

Related Subjects

Table of Contents

Contents

Preface

Section One: Seven Deadly Sins

1: A Good Proposal Is Hard to Find…But It’s Worth Looking

2: Recognizing Reality

3: Rushing to the Exit

Section Two: A Primer on Persuasion

4: Understanding Persuasion

5: Winning by a NOSE: The Structure of Persuasion

6: Seven Magic Questions: How To Develop a Client-Centered Message

7: Why the Inuit Hunt Whales and Other Secrets ?of Customer Behavior

8: The Cicero Principle:How to Avoid Talking to Yourself in Print

9: Fluff, Guff, Geek, and Weasel: The Art of Saying What You Mean

10: Weaving Your Web: How to Pull It All Together Right from the Start

Section Three: The Art of the Part: Where to Put Your Effort

11: Letter Proposals

12: The Structure and Key Elements of Formal ?Proposals

13: Writing the Business Case

14: Recommending and Substantiating Your Solution

15: Persuasive Answers to RFP Questions

16: Presenting Evidence and Proving Your Points

17: Gathering and Tailoring Reusable Content

Section Four: How to Manage the Process Without Losing Your Sanity

18: Deal or No Deal?:Qualifying the Opportunity

19: An Overview of the Proposal Development Process

20: The Pursuit of Perfection: ?Editing Your Proposal

21: The Packaging Is Part of the Product

22: Presenting Your Proposal

23: Tracking Your Success

24: Creating a Proposal Center of Excellence

25: Special Challenges

Index

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >

Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts 5 out of 5 based on 0 ratings. 1 reviews.
Anonymous More than 1 year ago