Date post: | 08-Aug-2015 |
Category: |
Business |
Upload: | simon-bell |
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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