The document discusses the acquisition process and sales tools. It notes that 80% of the sales process is influenced by emotions and triggers. It also states that 17 direct or indirect contacts are usually necessary to close a sale and that having a return on investment (ROI) calculation in a quote can lead to an 80% closing rate. The document provides an example sales proposition that includes objectives, costs summary, and estimated annual savings and ROI for a potential client. It also lists some benefits of using an ROI tool in sales, such as negotiating higher prices and reducing the sales cycle. Finally, it mentions strategic sales planning and business development services.

1. 1
 Patrick Correia
 Business development
specialist

2.  Acquisition process
Émotif /Élément
Déclencheurs
80% du processus
 Aide à atteindre objectifs
d’affaires
 Diminue le risque
 Le gain du changement
+ élevé que le statu Quo
 Gain personnel aux
décideurs
-Différencie de la compétition
-Élimine travail ennuyant
-Augmente sa Notoriété
-Élimine les conflits
-Facilite son quotidien
What = Product / Solution
How = Your Expertise, Software, knowledge
Pourquoi = Easy to work with
More Pleasant with you
Less conflict
Customer's work + easy
Fewer work accidents
Employee retention + high
Promotion
Increased quality of life
Other

3.  Acquisition process - 2
Émotif /Élément
Déclencheurs
80% du processus
 Aide à atteindre objectifs
d’affaires
 Diminue le risque
 Le gain du changement
+ élevé que le statu Quo
 Gain personnel aux
décideurs
-Différencie de la compétition
-Élimine travail ennuyant
-Augmente sa Notoriété
-Élimine les conflits
-Facilite son quotidien
20% of sale
process
80% of sale
process

4.  Acquisition Process - 3
Émotif /Élément
Déclencheurs
80% du processus
 Aide à atteindre objectifs
d’affaires
 Diminue le risque
 Le gain du changement
+ élevé que le statu Quo
 Gain personnel aux
décideurs
-Différencie de la compétition
-Élimine travail ennuyant
-Augmente sa Notoriété
-Élimine les conflits
-Facilite son quotidien
 17 direct or indirect contacts are necessary to conclude a sale
 7 people are involved in buying decision in a firm of more than 100 employees
 8 contacts are necessary on average to make a sale
 A CFO has an average of 5 projects in incubation at the same time
 80% closing rate when you offer a ROI with your quote

5.  Sale tools example
PROPOSITION
ABC INC.
Business process
CONTEXT
ABC inc. would like to automate the manual operations of Quality Assurance, Quality Control
and Regular follow-up performed by Excel files.
After analyzing your processes and needs you will find the proposition to meet your needs. You
will also find an estimated return on investment based on our customers experience and
industry experts.
Based on our brief understanding of the situation, we are able to offer you a return on
investment in less than 6 months after implantation.
OBJECTIVES
The objectives of ABC INC. are from :
• Automated the production of a non-compliance at an unusual value
• Automated stability monitoring
• Ensure the right forms are used at the right time by the right people
• Follow changes to forms with approval by supervisors
• Reducing business risk by reducing human errors
COSTS SUMMARY
Estimated annual savings Solution cost ROI
356 225$ 63 945$ ± 6 months

6.  Benefits of a ROI tool
Your product /
solution
Added value
solution
Sale price 2 at 3 time
higher
Sale negotiation eliminated
Higher value of proposition
Sale cycle below 12 months
Your customer became
your best seller
Your contact will sale it
at his coworker
No Competition
Unique solution

7.  Service’s
Sale strategic Plan
- Create/ Test / Execute strategic plan of sale
- Create/ Test / Execute strategic sale tools
Business development
- Development of new markets
- Strategic partenerships
- Improve sale strategy and sale tools
- Implement sales recipe with powerful sales tool
- Sales