Writing a Winning Proposal
The primary purpose of the Writing a Winning Proposal workshop is to learn how to write a sales proposal that will win more business. When done well, a sales proposal communicates clearly why a customer should select your company. Participants will learn the most critical success factors in terms of what to write (key content) and how to write (writing style and organization).
Participants in the Writing a Winning Proposal workshop will learn to avoid the common mistakes that many people make when writing a sales proposal. For example: differentiators aren't communicated well or at all; the proposal is too scripted and not tailored for the customer; or, the proposal is too long.
The Writing a Winning Proposal workshop content, duration, and delivery options can be customized for your company and primary audience. STAR provides a full line of customized sales and sales management workshops, offering instructor-led training, online training, and sales coaching.
Who Should Attend?
Sales professionals, sales managers, and others who write sales proposals and respond to customer RFPs (Requests for Proposal) will benefit from the Writing a Winning Proposal workshop. It is especially effective to include an intact team that is working on a specific sales proposal.
Workshop Topics and Objectives
- Organizing Your Sales Proposal —The best sales proposals are formatted and organized in the most impactful way for customers. We will begin by providing a general outline for you to follow, after which you will learn STAR’s trademarked IDEAL® Approach to ensure that you emphasize the most critical information.
- Writing with Influence — Learn four distinct influence approaches that you can use to vary your writing style throughout the proposal and write more influentially. A self-survey will be used to identify each person’s preferred influence approach.
- Presenting Information in the Most Persuasive Way — Improve your ability to highlight your differentiators, summarize the relevant benefits for each customer, and avoid the common mistake of "information overload.”
- Leading with the Executive Summary— The initial impression created by your Executive Summary can have a large impact on whether or not the customer selects your organization. The workshop will teach tips and guidelines for preparing the best possible executive summary in order to create a favorable first impression.
- Application to Real Life Sales Proposal — Review and improve critical sections of an actual sales proposal throughout the day. A planning form will be provided to everyone as a post-workshop resource to help you write future sales proposals.