7 steps to winning more quotes and proposals with bigger margins
TRANSCRIPT
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7 Steps to winning more quotes & proposals with bigger margins
The Five S’s1. State2. Target Market (Strategy)3. Uniqueness (Strategy)
The Sales Success Formula 1. Relationship2. Credibility 3. Motivation4. Value
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State
Strategy
Structure
Skill
Scoreboard
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STATE is made up of THREE factors
Energy
Thoughts
Physiology
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Strategy: Create the game plan…
Work the game plan
The target market
The sales process
The attraction process
Have a daily, weekly, monthly
& quarterly plan
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Structure: Plan time for the
important… not just the urgent.
Prospecting
CRM/ Paperwork
Follow up
Appointments
Review
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Skill: Master the fundamentals.(just a few)
Product knowledge
Building rapport
Questioning
Presenting
Role play
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Scoreboard: The numbers tell the
story.
Make it compelling
Update it daily
Review it regularly
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Strategy:
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Strategy:
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Strategy:
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Relationship
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Credibility
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Credibility
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Motivation
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Motivation
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What colour?How many?
What size or specification?What features?
(about the product or service)
Motivation
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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)
Motivation
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Value
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Value
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