This episode of the 60 Second Sales Show is titled "The Secrets of Power Proposals."

When people are ready to do business, they ask you to put together a proposal to outline how you will work together. This is usually a "take it or leave it" offer. Either the client accepts your terms or he doesn't.

The document you create does more than memorialize the terms of the deal. It serves as a platform for your relationship.

Listen to this episode of our show to discover the five keys to developing a great proposal that gets the client to say "YES" every time.

Here is the transcript of this week's show:

Welcome, everyone, to another edition of "The 60 Second Sale" show. I'm your host, Dave Lorenzo, and on the other side of the proverbial glass we have Nancy Popp, our producer. Hello, Nancy.

Hello, David. How are you?

I'm great. How are you today?

I'm doing fantastic.

Terrific. Today we are going to talk about, we're going to reveal, the secrets of power proposals, and frankly, the reason we are talking about this today is I just went through a proposal process. I had three big proposals that I got out in the last week, two of them two days ago, and I am always tempted to do what everybody else does and get giddy when someone asks me for a proposal.

You know how it goes. You're with a client or a prospective client and you're having a discussion and the client says something that just gets you all tingly inside. You feel like you have exactly the solution the client wants, and you can't wait to tell them about your great solution. You can't wait to tell them how easy it would be for them to work with you. You can't wait to get started. You wish you could start with this client today, and you get all excited. The client gets excited because they sense your ability to help them, and you say, "Great. Let me just jot some stuff down, and I'll be happy to shoot you over a proposal and you can let me know what you think."

That's what everyone does, 98% of the world, the sales world, does that. For me, this week I had three proposals that I said that I had to get out, and it would have been so easy for me to just check off the box and say, "Hey, I'm going to send you out a proposal. I'm just going to get you some information and get it out to you, and then I'm going to wait," and here's why that is so tempting. When we send out a proposal it makes us feel good. When we send out a proposal we get to check that box off like I said, and then here's what happens. We have hope, right?

I remember when I first started off selling stuff, way back when I was just a little itty-bitty baby salesperson. I would be thrilled, absolutely thrilled when someone said they wanted a proposal. I would write the proposal up, I would send it out as quickly as possible, and then I would go home and I would count my money, and I would think about how rich I was going to be because everybody who asks for a proposal is going to be a buyer. We have hope. That's what proposals do. They give us hope.

My friends, that's not the purpose of a proposal, so I'm going to take you through a scenario. I'm going to take you through the current way you are doing things, and I'm going to take you through the way everybody does them, and then I'll take you through the power proposal way, and then I'll diagnose it for you. I'll break it down.

You go out now and somebody calls you up on the phone and they say, let's say your name is, all, I don't know. Let's say your name is Dave. They call you up on the phone and they say, "Hey, Dave. I heard that you teach salespeople to be more successful. I've got 12 salespeople in my company. We do $2 million a year. Each salesperson is responsible for doing $150,000 a year. I'd like them to go from $150,000 a year to $200,000 a year,