Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts Paperback – April 30, 2012

Easy to read and immediately apply the suggestions

Really good detail on helping win business with great proposals. Our sales team uses this model, so reading it helped our marketing team better support their efforts.

I really liked the way this book is structured. The author clearly explains the difference between writing styles and how to avoid common pitfalls. I am in the IT business and I used to write in “Informative writing” instead of “persuasive”. Not anymore!The author delivers an easy approach to structure a proposal, how to question prospects, how to avoid technical jargon, and so on. He covers exclusively business-to-business interactions. He includes a number of useful examples and different approaches to small and larger applications.This book is definitely recommended either for free lancers or large corporations.

I write proposals almost daily in a b2b selling environment. A particularly important opportunity prompted me to purchase this book, to see if there would be any tips or pointers of use. From the first few pages I was impressed, and expect you will be too.After sending the proposal mentioned above - written with this book in hand - I was delighted to receive a very positive reply almost instantly. Owe much of this to the words on these pages. Highly recommended.

This is the best book to explain both strategy and "how" to write a competitive proposal. The other books on the subject are too basic, they are explaining math while the being competitive requires the ability to manipulate the math, thus algebra, in order to reach and influence the reader. I refer to it often.

Is a great book to have

I've been involved in proposals from the vendor side much of my career. This book brings out many things that one would assume are obvious but are not.For example N.O.S.E. is about 4 key things that need to be in your proposal and why Needs, Outcomes, Solutions and Evidence. Sant also highlights research showing that the brain expects things in a certain order and how to use that for proposals.

Well written, but then you would expect no less from someone who taught English classes at UCLA. Includes lots of sales tips. The best part is, it's concise. No words wasted. He tells it like it is. Avoid his advice and lose the bid.

Há 13 anos eu trabalho com propostas e vendas de produtos engenheirados e de alto valor agregado para indústrias (B2B). A leitura desse livro me trouxe a confirmação de que eu já está indo no caminho certo (por isso tenho bons resultados), mas me deu também uma visão nova sobre como tratar o desenvolvimento de propostas de uma forma ainda mais profissional.O livro é muito bem escrito, fácil de entender e praticamente todas as recomendações podem ser implementadas de imediato se você tiver disciplina e uma equipe engajada e disposta a se renovar.Sem dúvida eu recomendo esse livro para qualquer pessoa que venda produtos e serviços (B2B) e que lida com ambientes de decisão complexos (geralmente tendo que obter consenso entre vários envolvidos).

I have been in sales for 20 years and think I know a bit about the trade. This book is written by someone who is clearly a professional. Sales and writing tenders are both different disciplines. You need both to win and this book helps you take some big leaps. Really impressed. Excellent!

Good book

The timing and effectiveness of the guidelines presented meet my current expectations very well.

Still reading but has found it to be useful.