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Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts Paperback – Bargain Price, December 26, 2003
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"This book contains valuable advice for writers who have to sell either their organization’s or their department’s products and services. What's more, Sant writes clearly and concisely, and his wry humor and use of real -- and sometimes awful --examples adds to the readability. Use the book yourself or pass it on to departments that are writing bad proposals, and Sant assures readers most of them are." -- Writing That Works
Selected by Choice magazine for the annual Outstanding Academic Titles award list for 2004
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Top Customer Reviews
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.
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.
informative (conveying information), evaluative (what your conclusions were about something you evaluated and how you arrived at those conclusions) and persuasive (getting others to buy into your recommendations). If it isn't brilliant ... it's sure darn close. Reads well ... interestingly written. Must-have for anyone that sells B2B or uses persuasion extensively in his/her business activities.
I bought a copy for my entire sales team and pre-sale team; I send one out to each new hire in sales. I have also subscribed to his "Messages that Matter" blasts which are very useful as well and have participated in several webinars - they are very helpful.
Five Star Book - While some of "Persuasive Business Proposals" is not necessarily rocket science it does offer the topics in a very useful and pragmatic approach. The book is offered in a readable format, but it is also organized for reference later. The book I own is dog eared and worn - that is only after a year. I have sections with "Post-It" tape flags and section marker with binder clips. If you ever have to write a document, letter, proposal, or email to a customer or prospect - and you have not read this - then you probably aren't getting your message across.
There are so many sales books out there it is flabbergasting, but most never touch the topic of the proposal - big mistake - if you do all the right stuff in the sales cycle and write a bad proposal - at best you get embarrassed - worst case you lose the business. This offers many of sales traits but also handles the most important and that is your prospect facing documentation.
Six Star Workshop - The book is the starting point - a workshop with Tom is icing on the cake. I just hired Tom (after reading the book) and completed a workshop with Tom on "Persuasive Business Writing" skills focused on the sales team, executive summaries, and the organization of materials from front to back. It was absolutely the most effective sales and process training my team has had - evidenced by feedback from the sales executives who said universally that it will make a difference in their results immediately. My team reiterated this by saying: "while we had read in details and begun to practice some of the skills - the workshop accelerated the understanding and adoption, which will translate into improved sales."
Don't believe me - read the book.