How to Win More Quotes & Proposals With Greater

MarginsHow to Win More Quotes & Proposals With Greater

Margins

How to get the most

value from the session…How to get the most

value from the session…

Rectangle - Intelligent, strong decision makers, proactive

Triangle - lateral thinkers, prepared to look at all sides

Squiggle - Creative, strong imagination, leaders of people

Circle - Totally pre-occupied with sex and booze

Who are you?Who are you?

In this morning’s sessionIn this morning’s session

STATESTATE

STATE is made up of THREE factors

ENERGY

THOUGHTS PHYSIOLOG

Y

StrategyStrategy

Strategy: Create the game plan… Work the game plan

The target marketThe sales process

The attraction processHave a daily, weekly, monthly

& quarterly plan

StructureStructure

Structure: Plan time for the important… not just the

urgent.

Prospecting CRM/ Paperwork

Follow upAppointments

Review

SkillSkill

Skill: Master the fundamentals.(just a few)

Product knowledgeBuilding rapport

QuestioningPresentingRole play

ScoreboardScoreboard

Scoreboard: The numbers tell the story.

Make it compellingUpdate it daily

Review it regularly

What did you get for yourself?What did you get for yourself?

Target Market – Who are your AAA’sTarget Market – Who are your AAA’s

Strategy:

Uniqueness – USPUniqueness – USP

Strategy:

ProcessProcess

Strategy:

Sales Success FormulaSales Success Formula

DISC ProfileDISC Profile

Relationship

Social Proof & EvidenceSocial Proof & Evidence

Credibility

Perception & Brand ConsistencyPerception & Brand Consistency

Credibility

Motivation

Technical V’s EmotionalTechnical V’s Emotional

Motivation

What colour?How many?

What size or specification?What features?

(about the product or service)

Example Technical QuestionsExample Technical Questions

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)

Example Emotional QuestionsExample Emotional Questions

Motivation

BenefitsBenefits

Value

Value AddValue Add

Value

Follow up, follow up, follow upFollow up, follow up, follow up

What’s been most valuable?

The difference…The difference…

What we have found is…• Most of business owners will…• Hear what we say• Understand it intellectually• Agree with all the principles• KNOW that it is the thing they

should do, and then will…

The difference…The difference…

STILL NOT DO IT?

What gets in the way?What gets in the way?

Complimentary Strategy SessionComplimentary Strategy Session