#closing

Create a winning enterprise sales proposal. Sections: 1. Executive Summary (problem, solution, value). 2. Company Overview (credibility, case studies). 3. Proposed Solution (tailored to their needs). 4. Implementation Plan (timeline, milestones). 5. Pricing and Packages (transparent, tiered). 6. ROI Analysis (quantified business impact). 7. Terms and Conditions. 8. Next Steps. Use professional design. Personalize for each prospect. Include social proof and testimonials. Address objections proactively. Make it easy to say yes.

Handle objections with LAER method. Listen: let prospect finish completely, don't interrupt. Acknowledge: validate their concern ('I understand that's important'). Explore: ask questions to understand root cause ('Tell me more about that'). Respond: address with evidence (case study, data, testimonial). Common objections: 'Too expensive' → Surface budget, show ROI, offer payment plans. 'Need to think about it' → Uncover real objection, create urgency. 'Happy with current solution' → Find gaps, demonstrate differentiation. 'Not the right time' → Understand timeline, stay in touch. Practice responses, role-play with team. Document successful responses in playbook.

Create compelling sales proposals. Structure: 1. Executive Summary (1 page): problem, solution, value, investment. 2. Customer Situation (0.5 page): restate their pains from discovery. 3. Proposed Solution (2 pages): how you solve each pain point, features mapped to benefits. 4. Implementation Plan (1 page): timeline, milestones, resources needed from each side. 5. Success Metrics (0.5 page): how you'll measure ROI. 6. Investment (1 page): pricing table, payment terms, what's included. 7. Why Us (1 page): relevant case studies, social proof. 8. Next Steps (0.5 page): clear CTA, decision timeline. Design: branded template, visuals (charts, screenshots), white space. Personalization: use their company name, industry-specific examples, reference past conversations. Follow-up: send via DocuSign or PandaDoc for tracking. Call to review within 24 hours.

Handle common sales objections with confidence. Framework: 1. Listen fully without interrupting. 2. Acknowledge and validate concern. 3. Clarify with questions. 4. Respond with evidence. 5. Confirm resolution. Common objections: 'Too expensive' (reframe as ROI), 'Not the right time' (cost of inaction), 'Need to think about it' (uncover real concern), 'Happy with current solution' (differentiation). Practice responses. Role-play scenarios. Document successful rebuttals. Turn objections into opportunities to add value.

Create accountability with mutual action plans (MAP). Structure: shared document (Google Doc) co-created with prospect. Sections: 1. Success criteria (what 'go-live' looks like). 2. Timeline with milestones. 3. Tasks for vendor (demos, security review, pricing proposal). 4. Tasks for buyer (stakeholder intros, legal review, budget approval). 5. Decision date. 6. Owners and due dates for each task. Benefits: surfaces objections early, creates urgency, aligns expectations, prevents ghosting. Update in real-time during calls. Review weekly. Red flags: prospect won't commit to dates, won't share internal tasks. Example tools: Accord, Recapped. Close rate improves 30%+ with MAPs.