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16 minutes

How to Write a Business Proposal Using SPIN Model

You will learn how to…
Use the SPIN model in sales
Use implication questions
Make use of situation questions
Make use of guiding questions
Elinor Stutz
Sales Expert
Lecturer's bio
Lecturer's bio

Elinor Stutz is a founder and CEO of Smooth Sale Company. Her clients are software and technological companies, start-ups, an international organization Powerful Women International, a large hotel chain, etc. Being a sales specialist she was working with Visa, Sony, U.S. Geological Survey, City of Santa Clara and a dozen of start-ups, with offices located in Silicon Valley. In 2012 according to Open View Labs she was included in the rating of 25 most influential specialists in the field of sales. 

Elinor Stutz’s speeches and consulting services are in demand all over the world. Two books written by her – HIRED! How to Use Sales Techniques to Sell Yourself On Interviews and Nice Girls DO Get the Sale: Relationship Building That Gets Results have become international bestsellers. Interviews with Elinor were broadcasted on ESPN Radio, in CBS News and the TIME Magazine; she is a columnist of the U.S. News and World Report. 

Started: 1989
Rating: 86%

What is this course about?

This mini-course, brought to you by, will teach you how to write a convincing business proposal. You will learn how to ask the client the right questions using the SPIN Selling Model, which includes situational, problem-based, leading and direct questions. You will learn how to put together a proposal which corresponds completely with the client’s actual demands. You will find out why it is important to offer a number of options for one budget size and include additional supporting evidence. Take this course – ‘How to write a business proposal’ – so you can make the work you do with your client effective and mutually rewarding.


Who is this course for?

  • Entrepreneurs
  • VPs of sales
  • Sales development reps
  • Sales managers
  • Client managers