SPIN® in the Sales Proposal

Huthwaite International

Course

In Wentworth

Price on request

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Description

  • Type

    Workshop

  • Location

    Wentworth

  • Duration

    1 Day

have analysed a proposal brought with them to the programme, and considered its strengths and weaknesses in terms of its persuasiveness. be able to understand the process of persuasion and the phases of buyer psychology and how the proposal can impact in these areas. understand how to position the proposal so that it will re-enforce the vendor's value when considered in the light of competition. recognise the impact of risk upon a decision and how the proposal can be utilised to minimise the risk associated with that decision or the vendor and the vendor's solution. (.). Suitable for: All those who participate in preparing proposal documents. If technical specialists are required to make a large contribution, continuity of style and the persuasive message will be improved if the whole 'bid team' attends the programme together.

Facilities

Location

Start date

Wentworth (South Yorkshire)
Hoober House, S62 7SA

Start date

On request

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Course programme

Programme content

The programme addresses distinct areas of the proposal's content:

Persuasive case
• Making the case client focussed.
• Building the value of your solution.
• Demonstrating your capability to meet client needs.
• Elaborating a clear business case.
• Handling concerns about risk and cost.

Presentation, style and structure
• Reflecting the client's language and culture.
• Making the document easy to navigate.
• Value of the executive summary and customer quotes.
• Ensuring understanding with graphics and illustrations.

Training design and methodology

This is an advanced, workshop that integrates Huthwaite's original models of buyer psychology and persuasion. Delegates will create a structural template to make future proposals more successful.

Materials

There are comprehensive exercises throughout the day. Delegates also receive user-friendly reference materials giving detailed explanations of the key concepts and behaviours.

See related categories

SPIN® in the Sales Proposal

Price on request

The best Sales Management courses

See all

See all