Practical Exercise Using the points on the previous slide, what benefits or value can your clients expect if they do business with you? List one for the business and one for three of your most popular products or services
Examples of Benefits Practical – what are the benefits of dealing with you & your business? Performance improvement, introduce systems and process WHICH MEANS improved accountability and consistent budget achievement Virtual Sales Management Individual sales assistance WHICH MEANS reduced anxiety, improved confidence and more sales 1 on 1 Sales Coaching BENEFIT FEATURE
Group Discussion What benefits have you listed?
No matter how simple your quote or proposal is ALWAYS include a list of
Specific product or service benefits
Ordering process or terms and conditions
Reinforces what you have said verbally Adds context to price Facilitates discussion on T&C’s and paperwork
How to Structure a Quote and/or Proposal Some quick tips – please refer to the handout
How to Structure a Quote and/or Proposal What changes should you make to your Quotes and Proposals? Practical With the person next to you, role play how you would discuss with a potential client your pricing and terms and conditions
Asking for the business Also known as closing – there are 3 different ways to do it 1. Directly 2. Indirectly 3. Assumptive
Asking for the business Which way will work best for you? I have also included a handout on “What to do when the sale stalls” that will help you understand why some sales get stuck
Open Discussion Any questions? Do you have any other sales concerns?