COURSE OVERVIEW:

Business sales proposals and presentations can make or break a deal. Often they’re the first (and sometimes only) tangible representation of your experience and qualifications. Winning proposals and presentations embody a successful sales strategy that shows an understanding of the client’s needs and an ability to exceed their expectations when given the opportunity. Some contracts are awarded on the strength of the proposal alone. 

Proposals that fail to win the deal often lack a consistent theme and don’t demonstrate a clear differentiation between the vendor and its competition. They aren’t persuasive in conveying qualities that convince the client of the vendor’s superiority, and they’re usually written more from the vendor’s perspective than the client’s.

A poorly written proposal or presentation makes you appear to be unorganised, disinterested, and unqualified. Clients will assume they can expect more of the same if they award you the business. A well-written proposal or presentation vaults you to the next step in the buying process and solidifies your client’s confidence in a successful future partnership.

Whether you’re presenting to your client for the first time, responding to a formal Request for Proposal (RFP), or submitting an informal proposal on your own initiative, it’s worthwhile to make sure that every proposal and presentation represents your absolute best work.

Your proposal or presentation can either portray you as equal to the competition or elevate your status above the others. When a client is faced with a decision between “acceptable” and “exceptional,” which do you think he or she will choose?

Proposals and presentations that are truly exceptional start with a winning strategy. Understand your audience and speak directly to them to build rapport and facilitate a partnership.

With the lessons in this course, as your guide, your proposals and presentations will play a major role in a successful sales strategy and you’ll have all the elements you need to write compelling business proposals and presentations. The first part will show you how to develop a winning strategy for your business document and the second part will help you be clear, concise and organised when writing your sales proposal and presentation.

LEARNING OUTCOMES:

By the end of this course, you will be able to understand:

·       The importance business sales proposals and presentations

·       The benefits of writing compelling business proposals and presentations

·       Why get agreement up front?

·       How to clarify issues with your client?

·       When and how you should involve experts when writing a proposal or presentation?

·       How to put yourself in the mindset of your client?

·       How to know your customers better?

·       How to write for your specific audience?

·       Why you should focus on a theme?

·       How to make sure you’ve got the theme your client wants to hear?

·       Why and how to use your clients’ questions to frame your benefits?

·       Why you should detail your qualifications to your client?

·       How to avoid vague statements when creating your proposal or presentation?

·       How to show your client that you’re the best-qualified vendor for the job?

·       Why and how you should substantiate bold claims through impartial, third-party reinforcement?

·       Why you should use endorsements to make your case?

·       The ways for customers to endorse your product or service

·       Why and how you should show your clients the benefits from your products or services?

·       How to identify what makes your organisation unique, with respect to each individual proposal or presentation?

·       How to pull existing content for a new proposal?

·       The key components for a proposal

·       How to organise your information?

·       Why and how you should use plenty of headings and subheadings when you create proposals and presentations?

·       Why you should address all clients’ sub questions individually?

·       How to respond to the same question every time it comes up in the RFP?         

·       Why you should include relevant documents in the appendix?

·       How to show your client that you are a well-informed friend helping them to make their own decision?

·       How to make your proposals and presentations more readable and a joy to read?

·       How to make sure that the content of your proposal or presentation is carefully stated and fully understandable?

·       How to create visual breaks and make your proposal a breeze to read and more inviting?

·       What you should ask yourself as you edit your proposal or presentation?

·       How to proofread the entire proposal or presentation before it goes to your client?

·       Why you should go to extraordinary lengths to follow clients’ instructions?

·       How to make sure your proposal follows each and every one of your client’s directions?

COURSE DURATION:

The typical duration of this course is approximately 2-3 hours to complete. Your enrolment is Valid for 12 Months. Start anytime and study at your own pace.

COURSE REQUIREMENTS:

You must have access to a computer or any mobile device with Adobe Acrobat Reader (free PDF Viewer) installed, to complete this course.

COURSE DELIVERY:

Purchase and download course content.

ASSESSMENT:

A simple 10-question true or false quiz with Unlimited Submission Attempts.

CERTIFICATION:

Upon course completion, you will receive a customised digital “Certificate of Completion”.