Proposal Writing

Duration: 1 day

Designed for: Salespeople and others who want to write compelling proposals

Notes:

  • Once a proposal is submitted, access to the prospect is often denied and your proposal is your only ambassador.
  • The prospect has several similar offerings and looks for reasons to exclude competitors. Many proposals give the prospect just the excuse they need to make you lose.
    Writing a proposal is a costly process. So be highly selective, then do it well.

Content

Qualification

- How to examine the criteria for deciding whether the effort is worthwhile
  • The Handover

- How to rehearse friends
- How to present the proposal
- How to handle death valley (the period between proposal submission and the decision)
  • Structure
- What sections should there be
- In what sequence
  • Substance
- How to sell benefits
- Why most salespeople don’t understand benefits
- The benefits that senior people look for
- The benefits that junior executives look for
  • Style

 - Common writing and grammatical errors

  • The Proposal Writing Project


- How to co-ordinate the team, the writing, the graphics
- Helpful checklists

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