7 Steps to winning more quotes & proposals with bigger margins

The Five S’s1. State2. Target Market (Strategy)3. Uniqueness (Strategy)

The Sales Success Formula 1. Relationship2. Credibility 3. Motivation4. Value

State

Strategy

Structure

Skill

Scoreboard

STATE is made up of THREE factors

Energy

Thoughts

Physiology

Strategy: Create the game plan…

Work the game plan

The target market

The sales process

The attraction process

Have a daily, weekly, monthly

& quarterly plan

Structure: Plan time for the

important… not just the urgent.

Prospecting

CRM/ Paperwork

Follow up

Appointments

Review

Skill: Master the fundamentals.(just a few)

Product knowledge

Building rapport

Questioning

Presenting

Role play

Scoreboard: The numbers tell the

story.

Make it compelling

Update it daily

Review it regularly

Strategy:

Strategy:

Strategy:

Relationship

Credibility

Credibility

Motivation

Motivation

What colour?How many?

What size or specification?What features?

(about the product or service)

Motivation

What would be your #1 priority?Why is that important to you…?

What’s the impact of…?How would that make a difference?

What would it be like if...?(about the person or business)

Motivation

Value

Value