By Kathy Yeager Contract Training Edge 913-593-5347 kyeager@ctedge.net

ByKathy Yeager

Contract Training Edge913-593-5347

kyeager@ctedge.netwww.ctedge.net

The ProposalCompile your notes

and determine the best solution for the company needs

Lead with a cover letter

Success IndicatorsSolutions in phasesGive solution,

timeframe, pricing

You indicated a successful intervention would include the following success indicators:Less turnover20% less wasteMeeting agendasBetter morale

The ProposalProposal Sections:

Cover LetterProposal body with solutionsTable of proposed blended learningBios of consultantsPricing tableCollege Information

Bound and delivered to the customer for face-to-face presentation

Diagnosing/UpsellingSell phases of blended learningPromote assessment, on-line

learning, certificate programs, credit classes, customized curriculum as needed

The company’s pain will dictate the solution and additional reinforcement, review classes later.

Upsell using coaching and consulting

Deliver the ProposalPre-arrange the

meetingBring copies of the

proposal for the decision-makers

If large group, prepare a PowerPoint with their company logo and yours

Be ready to handle objections

Have value-added options ready if needed

If you have done your homework and listened for need, the close rate will increase.

Set an Objective for Each MeetingEach meeting should have a closing objective

that is specific, measureable and appropriately aggressive.I will get a list of key decision-makersI will get a copy of the competitor’s proposalI will obtain a description of the customer’s

problemI will ask for the business

Never go to a meeting without determining the outcome you want to achieve

ABC-Always Be ClosingFeedback from the customer

How does that sound?How would that work?What do you think about…..?

Watch eye contact and body languageAre they listening?Are they nodding?Are they looking down and at their watch?Are they leaning forward?

Know Your StyleDominance – Confident, competitive, results-

and action-oriented, “doers” demanding, take control. Example is Donald Trump

Influencing – Friendly, outgoing, emotional, “talkers”, expressive, people-oriented, high need to connect to other people. Example is Bill Cosby

Steadiness – Loyal, good listener, stable, needs security, supportive, dependable, harmony. Mother Teresa

Competency – Cautious, calculated, analytical, detailed, quality-oriented, follows guidelines, doesn’t show emotions. Mr. Spock

Identify Your Customer’s StyleDominance

Be directBe concise, to the

pointAnswer what, not howBottom line

InfluencingSpare the detailsSocializeFollow upShow excitement

SteadinessEarn their trustSlow and easyAnswer all questionsReassure

CompetencyProof and testimonialPrepared and

structuredAnswer howAddress disadvantages

early

Adjust Your StyleD Communicating to

a..D – Be yourselfI – Be prepared to

socializeS – Slow down,

share information, don’t push

C – Provide proof/facts

I Communicating to a…D – Be businesslike,

don’t initiate small talk

I – Remember to ask for an outcome or result

S – Earn trust, don’t become overly friendly

C – Stick to the facts and proof

Adjust Your StyleS Communicating to

a ….D – Show

confidenceI – Provide social

timeS – ReassureC – Use evidence;

answer all questions

C Communicating to a ..D – Concentrate on

what not howI – Hit the high

pointsS – Give them time

to digest the infoC – Remember to

take action

Signs They Are Ready to CloseThink more and talk lessSmiling, nodding yesRepeating positive

wordsFavorable responsesAsk a lot of questions

Types of ClosesPeace of Mind CloseCall to Action CloseI’ll Think It Over

CloseBen Franklin CloseAssumptive ClosePuppy Dog CloseGroup Sales

Presentation

Close With ConfidenceSummarizeFinal CheckAsk for the BusinessConclude with

ConfidenceFollow up

Immediately

Value-added services if needed

Pre and post testingExecutive breakfastVolume discountsGift certificate to

publicsOne free hour of

consultingInternal coachingFree public

seminars

Pilot program for executives

Offer coaching at no charge

How to close more businessUtilize success indicatorsAlways determine next stepsDo what you promiseMake sure you have covered the

need, offered a solution and have buy-in from the decision maker

Value-added services in back pocket

Bundle pricingSolution is tied to the company

mission, vision and values

Handling ObjectionsThis is more money than I thought it would

be…….We don’t have a budget for this until next year……I can’t let my employees off work for six hours for

this training……We can get this same program cheaper from XYX

consultants………….Can we do the training but not buy the books?…..Why does this training cost so much? Isn’t your

college taxpayer funded?........

What are Objections?OpportunitiesThe customer simply

wants more information to help make a buying decision

Anticipate objections and be ready with concrete answers

Offer value-added services if needed

Determine Next StepsNeeds more hard copy

informationNeeds to see the SMENeeds referencesNeeds to wait until new fiscal

yearNeeds to compare to other

proposalsReady to close and sign contractNever leave a meeting without

determining NEXT STEPS!

Updating Your Action PlanRecord status in

CRM SystemUpdate Pipeline

ReportPlace next steps in

your Outlook or Calendar

If closed—proceed to contract and fulfillment

Final ThoughtsAlways Be ClosingUnderstand the

customer’s buying style

Use trial closesUncover the true needHand deliver the

proposalTalk only to the

decision-maker

Create a spreadsheet on the pricing

Ask for the businessHave value-added

services availableAlways determine

next steps

For More Information

Kathy YeagerContract Training Edge913-593-5347kyeager@ctedge.netwww.ctedge.net