Template

Proposal walkthrough template

Instead of emailing a proposal and waiting, walk the buyer through it live: check it matches what they asked for, answer questions, and agree the next step.

30 minutesFor The salesperson and the buyer's decision-makersAgenda room
Change the agenda first

The agenda, with a time for each part

  1. What you told us you need5 min
    • Did we get your goals right?
  2. What we propose10 min
    • Does each part solve something you said?
  3. Price and options6 min
    • Which option fits your budget and timing?
  4. Questions and concerns6 min
    • What would stop you from going ahead?
  5. Next step3 min
    • What do you need to make a decision, and by when?

How the notes read afterwards

A made-up example, so you can see the shape. In a real call each line carries the words that were said and who said them.

Needs. Cut payroll time from two days to two hours; go live before April.

Proposal. Setup, training for six managers, and a year's subscription.

Options. Standard $18k; with done-for-you setup $24k. They lean towards the second.

Next. Their finance director reviews on Monday; decision by the 20th.

Running it well

Ways to change it

Large groupSend the proposal the day before; walk through only the questions.
RenewalShow what they got last year before what you propose next.

When to skip it. For small, standard purchases where a price list is all they need.

Questions

Why walk a customer through a proposal instead of emailing it?

So you can check it matches their needs, answer questions as they come up, and agree a next step rather than waiting for a reply.

What should a sales proposal include?

The customer's goals, what you will deliver, timing, price and options, terms, and what happens next.

How many pricing options should a proposal have?

Often two or three, so the buyer compares options instead of deciding yes or no.

What happens in the room

Everybody joins from the link, with no account. The agenda sits beside the call and each item fills in with what was said about it, under the name of the person who said it.

More templates

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