This workshop is an extension of the SPIN Selling programme, designed to help people who interact directly with customers - sales, pre-sales, project management, marketing and others, to ensure they:

consistently apply key messagesconsistently apply the key messages uncovered through SPIN Selling and widen SPIN’s sphere of influence within proposals and presentations
Achieve maximum impactachieve maximum impact and persuasiveness with both proposals and presentations for customers at any stage of the buying cycle
Improve probabilityimprove their probability of winning business by being part of a consistent, joined up sales strategy.

Learn how to create persuasive presentations and proposals

David Freedman - Proposals and presentations

What will you learn?

You will gain insights and skills to understand what is really important when preparing presentations and proposals. By the end of the workshop participants will be able to:

Analyse your persuasiveness

Analyse your persuasiveness

Analyse the persuasiveness of existing or current proposals and sales presentations then modify to apply key SPIN methodology

Support consistent messaging

Support consistent messaging

Make strong and clear links between sales communications and supporting proposals and presentations to support a consistent message

Address customer needs

Address customer needs

Make presentations and proposals appropriate to the customer’s position in the Buying Cycle

Deliver persuasive messaging

Deliver persuasive messaging

Apply a structure to proposals and presentations to help to deliver persuasive messaging

Avoid common traps

Avoid common traps

Gain understanding of traps to avoid when structuring communications and handy tips that will improve skills

Reinforce SPIN methodology

Reinforce SPIN methodology

Reinforce the SPIN methodology as part of a consistent, joined up sales strategy

Your learning journey

The Huthwaite Learning Journey is broadly divided into three phases. As you progress through the Journey your teams will acquire new skills, adopt new behaviours and improve their commercial performance.
Your Learning Journey

FAQ

How is the programme delivered virtually?

Presenting and delivering interactive online sessions requires very specific skills that Huthwaite facilitators have developed over years of delivering virtual training. All Huthwaite facilitators have experience of delivering virtual classroom programmes to companies of all sizes and in a variety of sectors.

Currently, our programme can be easily delivered on virtual platform technologies, Teams, Zoom and Webex Training.

Is the programme collaborative?

Our world-renowned research, insights and development approaches are delivered in bit sized chunks via our secure collaborative, digital learning platform, enabling participants to learn on the go and build skills incrementally – one behaviour at a time.
They are guided through a series of activities and content that can be accessed anytime, anywhere from a mobile device, laptop, tablet or desktop and have a great opportunity to learn with each other as they progress - encouraged to share and improve upon their adapted proposals and presentations on the platform. And because the learning is so convenient and mobile friendly, no one needs to learn at the same time. Participants can access the platform when they have time and when their energy levels and focus are best.

How long does the programme take to complete?

The participant experiences a learning journey over six to seven weeks. This includes one week for eLearning (Acquire knowledge), one to two weeks for skills and practice trainer led virtual classroom, followed by four weeks for workplace transfer.

How can my team get the most out of their virtual experiance?

We assist with all aspects of organisation including clear instruction around timings and participant expectations as well as tips on how your teams can make the most of their virtual and digital experiences.

How is the programme scheduled?

Unlike the face-to-face classroom, it is hard for participants to focus on a virtual programme for two solid days which is why we
re-imagined our SPIN in Persuasive Proposals and Presentations learning journey for the virtual world. The timetable has two virtual sessions which last four hours each. Classes can be run in one week but it is strongly recommended that there is at least a two working day gap between sessions to allow time to complete the collaborative activities.