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...