Writing winning sales proposals

How to write winning sales proposals Overview
This course will help you improve the impact, clarity, accuracy and effectiveness of your sales proposals.
The programme focuses on sales proposals but also addresses other written communication with clients - technical specifications, reports, letters, etc.
Format
A highly interactive one-day course involving practical exercises and case studies.
Special features
The more advance access the trainer has to examples of sales proposals and other written communication from your company, the more focused and beneficial will be the participants' learning experience.
Course outline

1. The importance of role of a well-written sales proposal
   • Why bother? - the value of the sales proposal to you and to the customer
   • What the customer wants and needs to make a decision in your favour
   • Understanding and delivering on customer expectations
   • Review and discussion of different proposals - with real-life examples
2. The correct way to structure your sales proposals
   • A section-by-section, page-by-page review of best practice in structuring great sales proposals
   • How to improve the way you match your proposal to the customer's objectives and requirements
   • Plan your sales documents systematically - to make them easy to read and more persuasive
   • How to make your proposal look like the 'least risky' option
3. Making your proposal a compelling and persuasive proposition
   • Choosing the right words that sell effectively
   • Selecting the right content and information for your document or proposal
   • Using an option matrix to summarise complex choices and increase final order value
   • How to write an executive summary
4. Well-written and error-free
   • Developing your writing style for maximum impact
   • Express the content (ie, selling points) clearly, concisely and correctly
   • Be able to proof-read and edit work effectively, using formal marks and techniques
   • Improving visual layout, format and appearance
   • Making it customer-focused
5. Managing a bid or proposal team
   • How to prioritise and manage your preparation time
   • Co-ordinating input from others
   • Assigning responsibilities
6. Presenting to the client
   • Presentation options
   • The proposal review meeting
   • Managing to the next step
   • Isolating objections and concerns
   • Follow-up and follow-through