SALES COMMUNICATION

What are clients looking for when they read an executive summary to an RFP response?  Financials?  Capability?  Differentiation? Learn the foundational techniques to creating executive summaries that encourage readers to delve into the proposal or make them stop and say “I’m convinced.”  If your closing rate for RFPs is lower than you would like, your writers need this seminar.

Audience

Writers of RFP responses, proposals, or client-facing documents, 
RFP response centers, account managers, and administrative staff.

Length
Three hours

Outcomes
At the end of this course, participants will:

• Write executive summaries that encourage reader action.
• Differentiate your products or services from the competition.
• Analyze C-Suite reader needs more effectively.
• Create memorable, streamlined summaries that speak to the customer’s needs.
• Persuade readers using visuals.
• Create documents that emphasize partnership.

Would you hire your company from reading your response to a Request for Proposal (RFP) or Request for Information (RFI)?  Are your proposals starting to sound “canned”?  Are you closing the amount of business you would like? 

Proposals with Power helps writers responding to RFPs and RFIs increase call-backs, motivate readers to respond, and drive business.

Audience
Anyone responsible for responding to request for proposals or requests for information

Length
One day
 OR 
Two days (one day of group activities, one day of 30-minute individual writing conferences)

Outcomes
At the end of this course, participants will:

• Respond to an RFP following a simple, effective approach that ensures a response or comment for each requirement.

• Make proposals stand out from the competition.

• Create memorable, streamlined summaries that speak to the customer’s needs.

• Persuade readers using formatting techniques.

• Turn “we” language into “you” language.

Are you frequently doing customer-facing, C-suite, or closing presentations?  Sleep much?

Work with our expert consultants to create presentations that your audiences will remember long after you’ve left.

Audience

Sales professionals, sales support professionals

Length
One and one-half days

Features

• Extensive individual coaching 
• Executive Impromptu Tips^©, job aid
• Multiple recordings of presentations

Outcomes
At the end of this course, participants will: 

• Expand their “window of influence.”

• Develop rapport with customers more quickly.

• Target content to address concerns specifically before they become concerns.

• Turn audience challenges into sales wins.

• Create simple action plans for impromptu opportunities. 

What makes readers read and respond to e-mail messages and other promotional material? 

Our extensive experience with readers in dozens of industries suggests that there are best practices you can implement to increase reader retention and response.  If your readers aren’t responding as quickly as you would like, let us show you the way.

Audience
Any sales or sales support professional, customer service representatives, and call-center associates

Length

One day

Outcomes
At the end of this course, participants will: 

• Create attention-grabbing subject lines.

• Highlight the key message to promote action.

• Increase and speed reader response.

• Compose reader-centered messages that promote products and services.

• Send messages mobile phone readers will appreciate and answer.