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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
