The Media House Proposal Writing Course has been developed to help event sales professionals successfully manage the proposal writing process from initial contact with a potential sponsor through to the preparation and delivery of a winning sales proposal. Special Course Feature: All course attendees will have their sales proposals reviewed before the course and given 1:1 feedback on the proposals during the course.

Course outline:

Preparation, Preparation, Preparation!

+ Knowing what research is needed to prepare for great proposal writing

+ Who, what and where – gathering the right information

The importance of a targeted and bespoke sales proposal

+ Understanding the value of the sales proposal to you and to the prospect

+ Understanding and delivering on customer expectations

+ Top tips and techniques from real life examples – what works and what doesn’t?

Getting the structure right!

+ How to structure great sales proposals

+ The importance of matching your proposal to the prospects objectives, values
   and requirements

+ Building a persuasive structure

+ Getting your key sales messages across

+ How long and detailed should an ideal sales proposal be?

Making your proposal a compelling and persuasive proposition

+ Selling Benefits – How do we position our offering most effectively?

+ Choosing the right words to sell effectively

+ Selecting the right content and information for your proposal

+ Ensuring your proposal is well written, clear, concise and error free

Using supporting graphics and other value add-ons to support your proposal

+ The importance of visual layout, format and appearance

+ Using tables, summaries and other supporting material to add weight to your proposal

+ Using graphics to persuade and draw clients into the proposal

Following through on the sale - the next steps

+ The follow up to the proposal

+ How to manage the outcome of the proposal process through negotiation and
   objection handling

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