How to win more quotes and proposals with margins Ver 2.0

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

Business

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

STATE is made up of THREE factors
ENERGY
THOUGHTS
PHYSIOLOGY

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

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

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

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

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

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

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…

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This presentation will help you rethink what a business is and how you can tailor your plan to work with you as you grow your business. In this presentation you will: - Have a business plan framework to build upon. - Learn how to identify and articulate who your competitors are in your market. - Know the traps, pitfalls and bad business logic to avoid - Work on weaving business strategy and strategic. planning concepts into your business plan so it grows with you. Your business plan should act as a framework and provide metrics for you to measure your business against. No, your "hockey stick" pro-forma financial statements are not anywhere close to reality. We will work on that. By the end of this presentation you will have some insight on how to build a tool for your business.

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How to win more quotes and proposals with margins Ver 2.0

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

14.

15. Strategy:

16. Strategy:

17. Strategy:

18.

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

28.

29.

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?

Editor's Notes

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