Proposal Writing
Once you have understood your customer’s needs, you need to write a proposal to move to the next stage of the sales process. Your proposal should summarise everything that you have learnt about your customer, explain what you can do for them and critically, what value they will get from your help.
Your proposal should be the final thing to make the customer say “yes”. It should respond to all of their needs and have an answer for all of them. It must be compelling, engaging and enlightening.
Unfortunately, too many proposals focus on the seller rather than the buyer. This course will help you to deliver more winning proposals.
This course is currently only available as a private training course for individual sales teams.
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Prior to taking this course, participants will write proposals that are frequently rejected or, at best, reluctantly accepted.
After taking the course, participants will be confident that they can write winning proposals most of the time. They will understand how to structure their proposal to appeal to their customer and how to use the proposal to persuade other buyers of the need to accept it.
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This course is appropriate for anyone working in sales, regardless of their experience.
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By taking this course, students will be able to:
Create a template for winning proposals
Understand the content required to maximise their chances of winning
Define the features and benefits of their solution that have the greatest chance of influencing their customer.
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1. Introduction
2. What is a proposal?
3. Customer Objectives
4. Crafting a Proposal
5. Customer Needs
6. Persuasive writing
7. Features and Functions
8. The 7 C’s of proposals
9. Benefits and Value
10. Proposal Process
11. 3 Main Arguments
12. Key Themes
13. Other things to include
14. Executive Summary
15. Write it
16. Do’s and Don’ts