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:
- Initial sales meeting with a potential buyer – Initial Sales Meeting Effectiveness
- 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:
- Executing proposal presentation meetings without sufficient preparation and will improvise on the spot
- Improve confidence
- Preconceiving how much a prospect’s willing to spend
- Lack of proposal delivery structure and process
- Inability to create urgency
- Valuable time wasted on defining your company instead of demonstrating strong ROI
- Unclear when sales engineers should engage
- False assumptions about a prospect’s intentions
- Lack of confidence presenting to executive-level professionals
- 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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Stepp Up
PO Box 29422
Charleston, SC 29422
903-539-6840