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James England's Articles in Sales Show All|Display Category|Title|Newest|Oldest What’s My Competitor Doing? You won’t win every piece of work you pitch for; it’s just not possible…and very time you lose a contract it’s going to a competitor. However, you can help prevent this from happening by analysing the competition. Why analyse competition? How does this help? It allows you to understand why your competitor looked like a more appropriate fit for your perspective clients needs as well as what they are doing that you aren’t. To get contracts, you need to understand how you los... Creating Customer Value In Your Proposals Read any book on sales or proposal writing. Go on a sales training course. One of the first topics that will be covered is features, advantages and benefits. Ultimately, any proposal whether verbal or written down has to persuade someone to take an action and this is done by demonstrating the benefits of taking that course of action. In a smaller sale, especially with products it is often easy to list benefits, but with larger proposals you will have to search harder to un... Your Proposal Didn't Win? Make Sure You Get Something From Losing No matter how successful you are, eventually you will lose potential contracts. This is not always a bad thing - losing contracts can present you with opportunities to get closer to the client and get valuable feedback. It allows you to analyze what you did wrong, what was done right, and how you can improve your products, services…and proposals. If you do lose a contract you should always ask for feedback and find out why you lost. Client’s are often happy to provide feed...

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