Most of the modern sales cycle is written. Your first contact, proposing a solution, LinkedIn messages, follow-ups, etc. It’s all in writing.
Several core documents are the backbone of written sales communication: prospecting emails, a document sent after a findings call that delineates your services, the follow-up email, and a close-the-deal document.
The ability to write these requisite documents well — and an understanding of how to craft any sales document — results in more sales.
This course teaches participants to write these requisite sales documents more effectively and in less time. This means more revenue and more time for sales activity.
It also teaches the optimal process for writing any sales document that conveys your value, using clear and compelling language.
This is not a sales training course. You know how to sell. This course will enable you to sell better by writing better.
Participants receive detailed written feedback on their writing. The course concludes with a live one-on-one coaching session to review a participant’s most important sales document for their role.
This course is a great fit for you or your organization if:
After completing the course, you will earn a personalized certificate. You can display your certificate in the certification section of your LinkedIn profile, download it to print, or mention it in your résumé.
During the course, you will apply what you are learning in a series of writing exercises. These tasks are designed to reinforce what you are learning in that section of the course. Additionally, after submitting these sales writing exercises, you will receive detailed written feedback from your instructor.
The course concludes with a live one-to-one coaching session, conducted via web meeting, to review one of the typical sales documents you've written at work. and identify additional writing improvements.
Onsite training is highly interactive, with many individual, peer, and group activities. We focus on the thinking and planning work that is the foundation of sales writing, as well as sharpening syntax and removing any bloat or jargon.
This sales writing course is split into 11 detailed modules, plus an introductory lesson.
This module outlines the necessary foundation for writing better sales content and the process. We will work with you to develop specific learning goals that you want to achieve by the end of the course.
Learn the optimal business writing process that enables to you write any sales document with skill and efficiency.
You will be able to create better structure and help your reader take the desired action with clear purpose and compelling language.
Learn to break through blocks, target a prospect well, and write most efficiently.
First impressions matter. Learn how to write a compelling and effective introduction or prospecting email to a potential new client.
How to clarify your value proposition, how to hook a reader's interest, and how to write a conclusion that elicits the response you want.
The first email sent after a findings call is unique and important. It’s here where you summarize and delineate your offer and benefits.
It’s also your opportunity to control how your information is shared as the sale progresses.
Learn how to best communicate at this crucial point, and see an effective example of a follow-up email.
Avoid perfunctory statements. Instead, apply tactics to add value to each follow-up opportunity.
Also learn how to deliver bad news and still keep the sale.
Weave in at-a-glance persuasion hooks to engage your reader and highlight the value of your offer.
Headings and sub-titles can hook your reader and highlight your value. Learn to persuade visually.
In this module, we share the best techniques that allow a reader to scan your document, quickly absorbing the value of your information.
Additionally, learn how to present graphical information so it's easy to understand at a glance, and persuasive.
Clear writing best conveys your value. Clear writing evokes trust and respect. Clear writing makes the complex easy to understand.
In this section, learn techniques to cut bloat and jargon so your sales writing is vibrant, direct, and engaging.
Hone active voice, learn reader focus techniques, use respectful and inclusive language, and project an empathic tone that assures your readers you care about them.
Present yourself as a knowledgeable and caring professional. And, write with a balanced tone that advances the sale and engenders trust with your reader.
Identify your particular grammar and punctuation errors, and learn tactics to avoid these embarrassing mistakes.
We also provide recommended tools that will ensure your writing is correct and professional.
It’s time to close a deal with strong writing! Putting all you learned in the course together, write an actual work document that you use to close. Techniques, deliverables, next steps are addressed.
The course concludes with a live one-on-one video call with your instructor.Read more
During this session, you will review one of your typical sales documents that you have written using the skills taught throughout the course.
The live coaching call acts to solidify the information learned and allows you to ask any lingering questions, so you can apply your new knowledge to all future sales writing, no matter the document.Read Less
M.A. in Applied Linguistics from the University of Massachusetts Boston
B.A. in Journalism from the University of Rhode Island
Katie is an experienced Business Writing and English as a Second Language instructor, business writing coach, and teacher trainer. She taught Business Writing, Non-Native Writing, and Academic Writing at the University of Massachusetts Boston.
She is very skilled at evaluating both the substance and language of business documents. Her writing critiques, instruction, and coaching have received stellar evaluations from our clients at Chartis Consulting, DuPont, Shell, Southern Middlesex Opportunity Council, and the World Wildlife Fund.
She holds a B.A. in Journalism from the University of Rhode Island and an M.A. in Applied Linguistics from the University of Massachusetts Boston.
Katie lives in Rhode Island with her husband, toddler, and very old dog. When not teaching or creating courses, she can be found doing something (anything!) outside with her little family.
M.Ed from the Boston-Bouve College of Human Development Professions at Northeastern University.
B.S. in Education from Salem State College
Janet is a business writing and marketing instructor, consultant, author, and public speaker with more than 20 years of experience working with individuals, small businesses, and corporations to develop all facets of business communication.
She writes and speaks extensively on business writing and marketing writing and has been a featured speaker at numerous business and education conferences in the U.S. and abroad.
Janet taught analytical writing, marketing writing, proposal writing, and general business writing courses at the University of Massachusetts Boston.
She enjoys gardening, yoga, hiking, and exploring the endless beauty of the New England seacoast where she lives on the South Shore of Massachusetts.
Graduate courses in Composition from Pompeau Fabra University
ESL Teaching Certification from Canterbury Consulting
B.A. in International Studies and Communication from Elon University
Grace supports Instructional Solutions' online courses and also works with individuals and groups from several multinational companies across Europe as a business writing coach.
She is bilingual in English and Spanish and has traveled extensively, providing a keen sensitivity to global writing. She has a strong background in corporate communication and management and successfully developed cross-functional writing and communication processes in a large corporate team in NYC. She is also a successful blogger and has received rave reviews from her writing critiques and coaching for our work with DuPont, Liberty Mutual, SparkPost, and many other groups.
She is bilingual in English and Spanish. She enjoys yoga, travel, and dance. She splits her time between New York City and Madrid.
C.A.G.S. in Composition and Rhetoric from University of New Hampshire
M.A. in English Literature from Boston College
B.A. in English from the University of Rhode Island
Mary founded Instructional Solutions in 1998 and is an internationally recognized business writing trainer and executive writing coach with two decades of experience helping thousands of individuals and businesses master the strategic skill of business writing. She excels at designing customized business writing training programs to maximize productivity, advance business objectives, and convey complex information.
Mary leads the project management and instructional design on customized courses. She also personally trains the instructors who lead ongoing training.
She lives in Princeton, New Jersey where she enjoys yoga, running, cooking, tinkering with new technologies, and most especially her family.