All posts by Naseer Ahamed


Do anyone apart from me get little bored of the words thrown at you in the sales profession?

Does your sales manager teaches you to be good consultant and not just sales executive? Have you realized or understood the difference?

According to the oxford dictionary, Consultant means “A person who provides expert advice professionally”. The keyword to note here is expert advice, something like you are in the shoes of your prospect understanding the difficulties they face and you provide them an expert advice on how to overcome it. How many of your prospects really believe you are meeting them to understand their pain and do the right thing for them? Did you think about it ever? Sales is a mind game, you don’t get paid unless you sell something!

Well, let us have a quick glance on what can be done to acquire the trust of the prospects and convert it into sales, and more importantly gain the loyalty of the customer.

1: Truth will establish its roots: No matter what always be true to yourself and the prospect. One advantage is that you don’t have to remember what lie you told or did. It always wins heart!!

Say for instance, a project is getting delayed beyond the deadline, always let your customer to know why it is getting delayed. Most prospects and customers can deal with bad news but not surprises. If you are stuck up with something or if you think that you cannot do a project which they want, refer to someone else who you think can effectively complete it. This way, client will appreciate you and will return to you and refer new projects and may be some can encourage you to take it and learn.

2: Do a good research and find the issue. Your task as a sales professional is to find out the root cause of a prospects problem. You will certainly face the challenge in communicating to the prospect and making him believe that the issue faced by the client is not the real one and there is good alternate solution. You will need to learn the art of presentation before the prospect in such a way that they feel the project will be safe in your company’s hand.

3: Don’t forget the past. How many of us went for a date with our girlfriend or spouse and were really well mannered? Did you always try to improve your mannerism in the next dating with your girlfriend?

When we started our profession, we were so stupid in handling calls and always tried to improve, learn new things and always looked out for advice of the superiors in the profession. Just relax and think again, are you still curious enough to learning new things and improve your skills or have you settled with your enemy called EGO?

4: Be a one stop solution. Prospects and clients have lot of needs but very little time. May be once in a weekend, try meeting other domain related sales professionals and discuss with them about their products or services. It will increase your chances to win clients by offering solutions in a variety of domains, and of course your client will be impressed with the vast knowledge you have.

5. Talk with senses ON. Have you met any sales guy who talks a lot but he has not seen much success in sales, have you wondered what could be the reason? Prospects and clients can easily identify the sales guy who is making false promises and commitments. Some prospects can identify it in the beginning, some may hand over the project to test the company and in very less time they will understand that you made a mess of it and your company will lose a potential client once for all.

Strengthen Consultative Selling Skills for this Era of Highly Informed Clients.

PROBESEVEN - How to Draft an IT Project Proposal

A proposal is often a persuasive document. It should have the all the necessary details of the project from understanding the requirements to final step.

The main objective of the proposal should be:

  1. Requirements or What is the exact work to be done.
  2. Brief intro on the proposed solution or why this work should be done.
  3. Technical documentation of the proposed solution.
  4. Execution Plan.
  5. Estimated Efforts (Timeline) or Work breakdown Structure.
  6. Estimation.
  7. Agreement.


Cover Sheet

It includes contact information, proposal valid dates, proposal ID and the name of the project.

Non-Disclosure Agreement

It is always best to have a NDA signed for the sensitivity of the requirement, it indirectly assures the reader that the project is safe with the company and a trust factor will be created.

Requirement Analysis and Proposed Solution

The first part of the proposal sets the tone for the reader to continue reading the proposal with interest. The customer’s quantitative and qualitative needs should be clear with clear objective design specifications etc. Define the scope of work very clearly and crisply to state the project objectives.

Why Should the Client Choose Us?

It is advisable to give a short intro of the company and the unique strengths we have over the competitors. In a paragraph for each person, establish the team qualifications for the project. Highlight any specific job or course experience s that has been previously handled with ease which has won accolades. Include a one-page resume of each team member in the Appendix.

Technical Documentation

Although knowing all the details of the project on the initial analysis is not possible, first design or the know-how to approach the solution should be known. For example, let us take an example of preparing a website proposal for a corporate. The technical side of the document shall include the following:

  • Suggested Sitemap
  • Need for content management system
  • Why to go for latest trends like Flat Design
  • Importance of user navigation
  • Importance of using copyright images
  • Site Analytics
  • Social Media Integration
  • Hosting Needs, etc…

Implementation Issues and Challenges

If there are some challenges that will occur during the project, indicate them in the proposal like “What will be the most difficult issues and challenges in the implementation and how will it be handled and what makes us think that this project will be handled with ease”

Execution Plan & Work Breakdown Structure

The section describes how the project will be managed, including a detailed timetable with milestones. Specific items to include in this section are as follows:

  1. Task Phases
  2. Division of responsibilities and duties among team members.
  3. Timeline with milestones:
  • Total Project duration
  • Each milestone is to be labeled with a title
  • Schedule all tasks not just “Design” or “Testing.” Break this schedule down to specific assignments
  • Each task is to be labeled with a title and person or persons assigned to the task
  • Subdivide larger items so that no task is longer than about one week
  • Link tasks which are dependent on the completion of a previous task

Price Estimation

In this section, communicating the price with the following details will avoid any conflicts in future:

  • Name of the project.
  • To whom the proposal has been addressed.
  • Price in Currency according to the country or as needed.
  • Is the price inclusive or exclusive of tax or other charges?
  • Has the price been differentiated in phases? If so label the phases.
  • Duration of the project or phases.
  • Deliverable.
  • Inputs checklist.
  • Payment Terms – Say upfront, Second Payment etc.
  • Who is the client side coordinator? If possible include his contact details.
  • Terms & Conditions
  • Aggreement

Thank you Note

It will be well mannered to thank the reader in the beginning and end of the document by saying thanks for taking time to read the document which has been drafted with so much attention etc. It will always receive good response.


A strong proposal has an attractive and a professional appearance. Wherever possible, it is good to include relevant pictures or screenshots to make the proposal interesting to read. When projects need to define a workflow of the system, it is always best to have the workflow as a flowchart.


An appealing proposal will have clean formatting. The alignment of paragraphs, the space between the words, the space between the lines, the space between the title and the paragraph, the space above and below the images etc should be given enough importance. It adds value to the proposal, as it speaks about the quality of work the client is about to experience.


The proposal gets more appreciation if references are given for similar kind of projects previously handled. But do not encourage giving out the personal number of references. It may spoil your relationship with the existing clients.

Final Step: Presentation to the prospect

Although you have the material in hand, positive attitude and the know-how of the project must be in your mind with clarity to present it to the prospect. Rehearse it before you present, and make sure the body language is good with a positive mindset.

Thanks and Good Luck!