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Persuasive Business Proposals, 3rd Edition by Tom SANT

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22 Presenting Your Proposal

PEOPLE OFTEN ASK ME, “WHAT’S THE BEST WAY to deliver my proposal?”

The answer I always give: “In person.”

I know what they’re really looking for are tips on bindings and covers, stuff like that, but those factors are much less important than getting in front of the decision maker to present your recommendations in person. Nothing replaces human contact for maintaining rapport, enhancing credibility, and handling questions and objections.

The Rise of Oral Proposals

On any given day, according to my unscientific estimate, about three and a half billion people on earth are giving PowerPoint presentations to the other three and a half billion. Or at least it sometimes feels that way. And most of them aren’t very good. ...

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