7 Steps to winning more quotes & proposals with bigger margins
The Five S’s1. State2. Target Market (Strategy)3. Uniqueness (Strategy)
The Sales Success Formula 1. Relationship2. Credibility 3. Motivation4. Value
State
Strategy
Structure
Skill
Scoreboard
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
Strategy:
Strategy:
Strategy:
Relationship
Credibility
Credibility
Motivation
Motivation
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
Value
Value
Top Related