Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts
|
V
value propositions, 107–119
customer values and, 113–116
differentiation and, 110, 111–116, 134–135
importance of, 108–109
mistakes in offering, 108
principles of, 109–110
selling on, 15
varieties of value, 110–111
win themes and, 116–119
vendor comparisons
proposals and, 13
spreadsheets in, 41
verbal illustrations, 64
verbal/oral, 224
visionary personality type, 59, 61
visual illustrations, 64
voice, 215, 228–229
|