Course description
Proposal Closing
HOW TO EFFECTIVELY DELIVER A WINNING PROPOSAL TO EXECUTIVES – 2 MEETING CLOSE PART 2
This course is designed to improve proposal closings and presentation skills for salespeople or sales teams doing joint calls by applying a proven presentation process.
Prerequisite:It is essential that each participant have completed the Initial Sales Meeting Effectiveness training.There are two meetings that are essential to creating demand for your products and services. They are:
- Initial sales meeting with a potential buyer – Initial Sales Meeting Effectiveness
- The proposal delivery meeting with the same potential buyer – How to Effectively Deliver a Winning Proposal
We often refers these two critical meets as 2Meeting Close because the initial sales meeting and proposal meeting are the most important meetings a salesperson will do. Both of these training programs prepare a salesperson to become a recognized consultant, partner and problem solver. They will be able to deliver an effective interest getting proposal with confidence and with the influence skills to create demand and not simply pick up orders. National research indicates that 60% or more proposals that are delivered fall into a dark hole. Meaning the decision maker 1) didn’t really want a proposal in the first place or 2) Proposal was interesting but there is no recognized urgency.
- By the time you complete this course you will learn how to execute a 4-Part process for delivering an effective and dynamic proposal that will make it easy to sell every proposal to the buying audience. This training will help the salesperson to prepare and answer the following questions decision makers will be asking themselves.
- Why do I need to choose you and your company?
- Why do I need to change vendors?
- Why do I need to change?
- Why do I need to change now?
- What makes your company different and what is the value proposition?
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Upcoming start dates
Training content
- Session 1: Preparing to deliver an effective proposal meeting
- Session 2: How to upset the status quo and urgency to change
- Session 3: How to create higher persuasion and influence
- Session 4: Closing the deal and gaining commitment
- Session 5: How to avoid wasting time on propos
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Delivered leadership & sales transformation programs to large companies like Comcast Business, and Time Warner.
One national technology company experienced a 77% revenue increase after engaging with SteppUp Now Consulting &Training
Over half million leaders and salespeople have improved their performance through Stepp Sydnors training and development programs with a 4.5 star out of 5 rating
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Stepp Sydnor Leadership and Sales Training
Stepp Sydnor Leadership and Sales training is a trusted expert. Our programs help organizations step up their performance, align cultures, and generate more revenues. Our founder Stepp Sydnor brings over 30 years of consulting and corporate experience to his speaking...