Your proposals should ideally be compelling for ALL key stakeholders

Hello Subscriber,

Throughout this week, we’ve looked at how to find and engage more stakeholders. Last week’s emails were all about compelling proposals.

Today we bring it all together!

If you’ve been following along with each email this week:

1. You’ve successfully identified the key stakeholders in your opportunities.

2. You’ve clarified the specific priorities and outcomes that each stakeholder seeks from their perspective.

3. Now it’s really important to include the needs and priorities of all of these key stakeholders in your proposals.

And as we concluded last week, most stakeholders are less interested in the details of your products and services. They want to see in writing the outcomes they will achieve if they vote for your proposal.

So the one thing I recommend you focus on today is ensuring your proposals are compelling for ALL of the key stakeholders.

Make your proposals easy for stakeholders to read fast

Very few people read your proposals slowly and carefully from start to finish!

It’s much more likely that the people looking at your proposals will read the start of your proposal and then accelerate through the remainder. It’s why the starting summary of your proposal should briefly reference everything that’s significant, including price and how your proposal pays for itself.

When multiple stakeholders scan your proposal, how easy is it for them to see the relevant outcomes for them?

In the section of your proposal where you clarify outcomes, include the key stakeholder’s roles or business areas in the sub-headings. Make it as easy as possible for key stakeholders to see what’s in it for them.

Here’s one area of practice to emphasise today

Coaching Focus

1. Look back through your recent proposals. How successful have you been at spelling out a range of outcomes for each of your key stakeholders in each opportunity?

2. How easy is it for key stakeholders to see what’s in it for them in your proposals?

If you have questions or comments, it would be great to hear from you. Just hit reply and send me an email.

Have a great day!

Can you help us to find more subscribers?

• We’re on a mission to turn conventional sales training upside-down and inside-out. We want everybody in sales roles to put their customers’ success at the heart of every selling conversation.

• If you share your unique personal link below in social media posts or messages, we’ll happily give you referral rewards.

• Simply click the image or button to see the available rewards and how many subscribers you need to qualify.

• Thanks!