SteppUp Proposal Closings

How to Effectively Deliver a Winning Proposal to Executives – 2Meeting Close Pt 2

Course Overview

This course is designed to improve proposal closings and presentation skills for salespeople or sales teams doing joint calls by applying a proven presentation process.

Prerequisite: It is essential that each participant have completed the Initial Sales Meeting Effectiveness training. There are two meetings that are essential to creating demand for your products and services. They are:

  1. Initial sales meeting with a potential buyer – Initial Sales Meeting Effectiveness
  2. The proposal delivery meeting with the same potential buyer – How to Effectively Deliver a Winning Proposal

We often refers these two critical meets as 2Meeting Close because the initial sales meeting and proposal meeting are the most important meetings a salesperson will do. Both of these training programs prepare a salesperson to become a recognized consultant, partner and problem solver. They will be able to deliver an effective interest getting proposal with confidence and with the influence skills to create demand and not simply pick up orders. National research indicates that 60% or more proposals that are delivered fall into a dark hole. Meaning the decision maker 1) didn’t really want a proposal in the first place or 2) Proposal was interesting but there is no recognized urgency.

  • By the time you complete this course you will learn how to execute a 4-Part process for delivering an effective and dynamic proposal that will make it easy to sell every proposal to the buying audience. This training will help the salesperson to prepare and answer the following questions decision makers will be asking themselves.
  • Why do I need to choose you and your company?
  • Why do I need to change vendors?
  • Why do I need to change?
  • Why do I need to change now?
  • What makes your company different and what is the value proposition?

Problems This Course Solves:

  1. Executing proposal presentation meetings without sufficient preparation and will improvise on the spot
  2. Improve confidence
  3. Preconceiving how much a prospect’s willing to spend
  4. Lack of proposal delivery structure and process
  5. Inability to create urgency
  6. Valuable time wasted on defining your company instead of demonstrating strong ROI
  7. Unclear when sales engineers should engage
  8. False assumptions about a prospect’s intentions
  9. Lack of confidence presenting to executive-level professionals
  10. Lack confidence is closing, negotiating or handling objections

Learning Objectives

Attendees as result of completing this program, you will have the tools to:

  • How to start the presentation meeting with confidence
  • Learn the 4 step process for creating interest and demand
  • Gain insight into the status quo barrier
  • Avoid attention scarcity during presentation
  • Learn how to create engagement and maintain control
  • Explore the methods how to create urgency for your proposal
  • Understand key principles in getting a commitment and closure
  • Learn how to handle sales objections quickly and easily

Session 1 – Preparing to Deliver an Effective Proposal Meeting

Learning Objectives:

As a result of this session, you will have the tools to:

  • Understand how to leverage key information from the initial meeting
  • Learn the difference between an estimate and proposal
  • Understand how to build an effective business proposal
  • Discover how to build and sell value and not price
  • Gain insight into 4 steps to facilitating an effective presentation meeting
  • Discover how to facilitate interest with new people that come to the presentation

 

Session 2 – How to Upset the Status Quo and Urgency to Change

Learning Objectives:

As a result of this session you will have the tools to:

  • Learn the 4 status quo barriers needed to create urgency
  • Gain insight to getting engagement and agreement
  • Understand how to manage and change the current perception
  • Learn how to get executives to do something different
  • Understand the executive and seller conversation
  • Explore the benefits of a sales meeting process

 

Session 3 – How to Create Higher Persuasion and Influence

Learning Objectives:

As a result of this session you will have the tools to:

  • Understand how to communicate effectively your solution
  • Learn the 6 Persuasion techniques
  • Understand how to effectively integrate persuasive techniques
  • Explore the power of reciprocity before and after the meeting
  • Understand how to build scarcity to create urgency
  • Discover why buyers are reluctant to buy
  • Learn how compliments make a difference
  • Discover how verbal success stories validate credibility

Session 4 – Closing the Deal and Gaining Commitment

Learning Objectives:

As a result of this session, you will have the tools to:

  • Understand the four most used closing techniques
  • Gain insight into key consultative closing statements
  • Discover how and when to close throughout the process
  • Build confidence in closing the deal

 

Session 5 – How to Avoid Wasting Time on Proposals

Learning Objectives:

As a result of this program, you will have the tools to:

  • Explore how to avoid wasting time in a pricing battle
  • Recognize when your proposal becomes a leverage tool
  • Identify questions that qualify the buyer needs a real proposal
  • Discover how to avoid being a fountain of free education
  • Recognize best questions to ask and why

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Testimonials

“In 2012 when I was presented an opportunity to crossover into medical supply/equipment sales role, I began searching for a sales training course that would help ensure my success in this new role. I reached out to Stepp for his advice and he told me about course he already had designed entitled “2Meeting Close which is part of the Sales Meeting Mastery Course” that could provide critical key foundational elements for sales persons. It included information about prospecting, time management, conducting sales meetings, buyer styles, smart negotiation, as well as many other important items. Because I was committed to succeeding in this new role, I invested money out of my own pocket to begin this coursework immediately on my own time and it didn’t take very long to start seeing results. When I was hired for the role, they told me that no one in the 36-year history of the company had ever made quota in that territory. They also told me to expect it to take me at least 2 – 3 years to begin making the territory profitable.”

Marty Partida, Medical Sales Account Represenative

“Stepp’s hard-earned expertise is so simple yet so profound. Practice the art of countering objections, and a year from today everything ‘sales’ will change in your organization!”

Pamela Walters, executive vice president, the Devine Group, Inc.

 

Stepp has been a friend and a business partner for several years. Initially, Stepp did sales training for our Sales Professionals and Sales Managers at Cox. We achieved positive results and this lead to our further developing work with Sales Professional and Sales Manager profiling using DISC Tool and Devine Inventory Tools. We continue to use the tools and I know that we have saved money by being able to focus on development based upon the individual’s personal responses to questions within the tools. This has helped us put the "right people" in the "right seats" (hunting, farming, account management, consultative selling, major account management, etc.) on "The Sales Bus" We continue to work with Stepp and because we are getting substantially better productivity as a business partner.

Randy Chandler, VP Cox Communications

 

"I recently attended Stepp's "2 Meeting Close" seminar and was extremely Wowed with his presentation on how to sell and close deals. Stepp understands how difficult the selling process can be, however, he showed how truly easy closing deals can be."

Max Anderson, CEO, Flooring & Interiors Tyler

 

 

"Stepp Sydnor consults and trains sales managers how to hire and manage the best salespeople. I have worked with Stepp both as a client and as a consultant and would highly recommend him. He is knowledgeable in this field, his training and principles provide clarity and direction which has helped focus our time on the right things. I can say that Stepp's training and coaching does indeed get the turnaround and revenue increase, for which you paying for.”

Darryl Drenon, Regional Manager Cisco Systems

 

“In following Stepp’s 3Cs approach, we effectively addressed our workplace communication and sales problems...improved revenues from 10 million to 40 million. We indeed had a turnaround, thanks to his concise and doable tips for improved interaction.” 

Gulam Harji, Plant Manager, Hood Packaging, Tyler, TX

 

“Stepp’s top-producer approach helped us become the number one store out of 455 Sam’s Club stores nationwide!”

George Cunningham, Sam’s Club, Tyler, TX

 

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PO Box 2201
Rockwall Texas 75087

903-374-3063