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Persuasive business proposals : writing to win more customers, clients, and contracts

Title
Persuasive business proposals : writing to win more customers, clients, and contracts / Tom Sant.
ISBN
9780814417867
0814417868
9781621983378
1621983374
081441785X
9780814417850
Edition
Third edition.
Publication
New York : AMACOM, American Management Association, [2012]
Physical Description
1 online resource
Local Notes
Access is available to the Yale community.
Notes
Includes index.
Access and use
Access restricted by licensing agreement.
Summary
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.
Variant and related titles
Knovel. OCLC KB.
Other formats
Print version: Persuasive business proposals. New York : AMACOM, ©2012
Format
Books / Online
Language
English
Added to Catalog
October 02, 2023
Contents
Seven deadly sins
A good proposal is hard to find : but it's worth looking
Recognizing reality
Rushing to the exits
A primer on persuasion
Understanding persuasion
Winning by a nose: the structure of persuasion
Seven magic questions : how to develop a client-centered message
Why the inuit hunt whales and other secrets of customer behavior
The cicero principle : how to avoid talking to yourself in print
Fluff, guff, geek and weasel : the art of saying what you mean
Weaving your web : how to pull it all together from the start
The art of the part : where to put your effort
Letter proposals
The structure and key elements of formal proposals
Writing the business case
Recommending and substantiating your solution
Persuasive answers to rfp questions
Presenting evidence and proving your points
Gathering and tailoring reusable content
How to manage the process without losing your sanity
Deal or no deal? : qualifying the opportunity
An overview of the proposal development process
The pursuit of perfection : editing your proposal
The packaging is part of the product
Presenting your proposal
Tracking your success
Creating a proposal center of excellence
Special challenges
Index.
Videorecording number
MWT11647111
Genre/Form
Electronic books.
Electronic books.
Citation

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