Creating a Successful Sales Proposal

Overview

Writing proposals can be a time and money consuming exercise.

The proposals you submit reflect your organisation. They should communicate the benefits of your offer and the excellence of your people and support services.

A sales proposal should be an effective written sales presentation which motivates the person or organisation to adopt its recommendations.

Like a well crafted advertisement, a proposal aims to do a number of things:

• To catch and hold the attention of decision makers.
• To instill confidence in the reader’s mind.
• To communicate the benefits to be gained.
• To highlight how the offer is differentiated from that of competitors.
• To clarify the criteria on which a decision should be made.
• To lead the reader through the decision making process.

This Short Course has been designed to explain the elements and provide a step–by-step guide to creating a successful sales proposal.

With the assistance of the facilitator, you will create your own proposal during the course.

Topics Covered

How proposals originate

• Answering Requests for Proposals (RFPs) v writing Speculative Proposals
• How to approach the creation of the proposal
• Preparing to write the proposal
• Forming the proposal writing team

• The Key Elements of a successful Sales Proposal

Proposal writing skills

• Points to watch when writing the proposal
• Tips for effective writing
• Avoiding jargon

A comprehensive checklist is included to ensure that proposals meet the criteria on each point

Who should attend

• Salespeople and professional service providers who are required to promote and develop business.
• Staff who may be involved as members of a proposal writing team.
• Anyone who is responsible for creating written proposals to customers or clients

Outcomes

• You will have a firm grasp on the skills required to plan and schedule the creation of the proposal
• Select and lead a proposal writing team
• Construct a winning sales proposal