Here some simple strategies to win more quotes or proposals with greater margins... Said another way, stop buying business and start making money.

6. Rectangle - Intelligent, strong decision makers, proactive
Triangle - lateral thinkers, prepared to look at all sides
Squiggle - Creative, strong imagination, leaders of people
Circle - Totally pre-occupied with sex and booze

9. STATE is made up of THREE factors
ENERGY
THOUGHTS
PHYSIOLOGY

10. 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

11. Structure: Plan time for the
important… not just the urgent.
Prospecting
CRM/ Paperwork
Follow up
Appointments
Review

12. Skill: Master the fundamentals.
(just a few)
Product knowledge
Building rapport
Questioning
Presenting
Role play

13. Scoreboard: The numbers tell the
story.
Make it compelling
Update it daily
Review it regularly

15. Strategy:

16. Strategy:

17. Strategy:

19. Relationship

20. Credibility

21. Credibility

22. Motivation

23. Motivation

24. What colour?
How many?
What size or specification?
What features?
(about the product or service)
Motivation

25. 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

26. Value

27. Value

30. What we have found is…
• Most of business owners will…
• Hear what we say
• Understand it intellectually
• Agree with all the principles
• KNOW that it is the thing they
should do, and then will…

31. STILL NOT DO IT?