powerful proposals jun 2015
TRANSCRIPT
Win £200 for your business
Introduce the most new members to The Online Sales Manager in any quarter and you will win £200 to spend on your business.
Full details available at:www.increasesalesnow.co.uk/competitionMore than just a
websitewww.increasesalesnow.co.uk
Powerful Presentations
Powerful Proposals
• What are your objectives for today?• Our topics for discussion:
Prior preparation prevents poor performance
Creating and delivering powerful messagesHow it worksThe importance of the sales process
More than just a websitewww.increasesalesnow.co.
uk
Prior preparation…
•Who is your audience?•What do you want to achieve?•What are your capabilities?•What senses can you engage with?•What emotions can you engage with?
More than just a websitewww.increasesalesnow.co.
uk
Your audience
•What do they want to achieve?•What motivates them?•What is your relationship with them?•How will success affect this relationship?
More than just a websitewww.increasesalesnow.co.
uk
What makes a powerful proposal?
More than just a websitewww.increasesalesnow.co.
uk
•Customer focus•Direct•Relatable•Works to a conclusion
What makes a powerful proposal?
•Proposal structure•Attention• Interest•Desire•Action
More than just a websitewww.increasesalesnow.co.
uk
- The objective they want to fulfil- The outcomes they will achieve- Your detailed solution- How they can proceed
Their objective
•What do they want to achieve?•Why do they want to achieve that end?•What are the consequences of not achieving it?•What limiting parameters do they have?
More than just a websitewww.increasesalesnow.co.
uk
Outcomes and solution
•Be specific about what you will deliver•Tell them what you are going to do, not how to do it•Make it easily digestible•Keep to the point
More than just a websitewww.increasesalesnow.co.
uk
Taking action
•Use their objectives to help you close• If possible give alternative options•Ask for the business•Get them to be specific about any issues
More than just a websitewww.increasesalesnow.co.
uk
More than just a websitewww.increasesalesnow.co.
uk
Physical meetingVirtual
meeting
Skype
phone
Physical mail
Communication hierarchy
The importance of the sales process
More than just a websitewww.increasesalesnow.co.
uk
Rapport
Need
Solution
Close Objections
•The sale is always lost at the beginning, never the end
Sales and marketing
More than just a websitewww.increasesalesnow.co.
uk
Suspects
Prospects
Quoted
Follow up
Qualified
Customer
)̂̂) Marketing
^))̂^) ^) Sales
Client
Advocate
Leads/referrals
)̂
What’s the difference?
•Ongoing engagement?•Progression through the process?•Actionable messages?•Branding?•Tone?
More than just a websitewww.increasesalesnow.co.
uk
Our next meetingWednesday 1st July9.30 – 11.30 am
The Portfolio Centre
Following upWin more business by paying more
attentionMore than just a
websitewww.increasesalesnow.co.uk