How To Prepare and Write High Converting Sales Proposals, Quotations, Bids and Tenders

What would it be worth to you and your business, in higher sales income and profit, if from next month onwards your sales proposal, quote or bid conversion rate increased by 20 percent? Or how about 30 percent. Perhaps even higher. And without spending a penny more on sales and hardly any more time preparing and writing your proposals day-to-day. Before you decide that, take a moment to consider what this will mean for your business in terms of your income and the profitability and the growth of the business.

Increased sales conversions

Without any change to your current sales team or marketing cost, you win significantly more sales. And this reduces your cost of sale, which gives you a choice. Generate more income and profit without additional cost. Or the ability to price more flexibly and grow your market share.

Higher selling price and profit

This course shows you how to prepare and write a sales proposal, bid or quotation that makes a higher price appear the best value in a price competitive sales situation. It helps you minimise discounting and achieve higher profit. Why is this important? McKinsey & Company explains.
For an established business a 1% increase in average selling price typically generates around 8% higher operating profit. A two or three percent higher average price delivers a substantial increase in your profit.
On the other hand, discounting your price by one percent typically reduces profit by around 8 percent. Discounting your selling price by 5% or 10%, in order to win an order or contract, can easily wipe out most, if not all your profit.

Is this course for you?

• Do you sometimes lose sales that you feel you should have won?
• Do lower-priced competitors sometimes win, when you know that you deliver far better value for the customer?
• Do you try to sell directly to the senior decision-maker, but that’s not always possible?
• Are you happy with your current sales quotation conversion rate, do you instinctively feel it should be much higher?
• Do your current quotations give new prospects compelling customer-centric reasons to buy from you, and not from your competitors?
• If your prospects have a choice to buy or not buy, when it’s an optional purchase, do you proposals or quotations give them at least three solid reasons (not directly about what you are selling or about your business) to compel them to say yes?
• If you are quoting against an established or preferred supplier, do you include three or more compelling reasons for them to change to you?

What can you reasonably expect to achieve?

When your proposals or quotations give potential customers three relevant and compelling customer-centric reasons to choose you, you can reasonably expect a 20% to 30% higher proposal or quotation conversion rate, and with a higher profit margin. Especially when competing suppliers usually fail to do the same.

28 Step-by-step videos take you through the planning

The course includes everything you need to know and do to increase your sales proposal or quotation conversion rate. It starts with identifying your key customer groups and how you establish their key outcome expectations from their purchase. It includes how you interact and gather essential information from the prospective customer. The course then leads into how you structure and write your proposal or quotation documents and how these can be templated for fast preparation. Every step is supported with real company examples (camouflaged) from across B2B industries.

Frequently asked questions