The Power Series Sales Proposals and Presentations

1. Power Series
Sales Proposals
and Presentatiions
by Richard Mulvey

2. The Power Series 2020
Week 1 - Getting New Customers
Week 2 - Selling over the Telephone
Week 3 - Sales Proposals and Presentations that Win
Week 4 - Handling Objections/Closing the Sale
Week 5 - Sales Negotiation
Week 6 - Key Account Management
Week 7 - 7 Habits of Highly Successful Salespeople
Week 8 - Selling at your Higher Price
Week 9 - Selling Face to Face
Week 10 - Customer Service - Creating Raving Fans

3. What are we going to discuss today?
Deciding if the business is worth it
Choosing between Quotations and Proposals
Building the winning proposal
Should we send it or present it?
How to present
What platforms to use
When to present
How to close more sales with presentations

4. First Things First
Do we want the business?
Can we deliver? (Time, Resources, People)
Can we win the business?
Can we work with the client or company?
Do we want that brand on our portfolio?
Can we make a profit?

5. Building Winning Proposals
Research, Research, Research
First Meeting or Survey
What is keeping them awake at night?
Focus on the end result
Do they need your USPs
Why are you better for them than your competitors
If you don’t have a competitive advantage, don’t compete

6. Quotations and Proposals
Specifications
Price
Delivery
Terms and Conditions
Price is good for 30 Days
Quotations

7. Quotations and Proposals
The Customer’s Objectives
Your Recommendations
Summary of Additional Benefits
Financial Implications
Your Additional Information
Detailed Executive Summary (if required)
Proposals

8. Further to our recent meeting, I understand your
objectives are as follows:
Objective 1 - Objective 2 - Objective 3
Many of the companies we have been speaking to
recently have exactly the same sort of problems,that’s
why (your Company) have recently launched a new
programme that will …(Benefit 1) and also …(Benefit 2).
Draft Proposal
And the final result will be… (ultimate solution)
In addition to the above, we will also be able to improve
your ...(Benefit 3) and also maximise your ...(Benefit 4)

9. Your investment for the implementation of the above
proposals is as follows:...(Investment 1)...(Investment 2)
Draft Proposal
Once the implementation is complete however, the return
on your investment will be as follows:
Increased efficiency Rxxx
Reduced Costs Rxxx
Improved Profitability Rxxx
Maximised Safety protocols showing a saving of Rxxx
With a total positive impact on your bottom line of Rxxx

10. Proposals
Personalize the Proposal
Use the Power of the Font Size
Use Good Quality Paper / Card
Focus on the end result
Use “WE” to include the prospect

11. Proposals
Give them 3 Options
Inexpensive
Option
$
Preferred
Proposal
$$$
Expensive
Option
$$$$$$$$$

12. Proposals
Give them 3 Options

13. Proposals
Give them 3 Options

14. Proposals
Give them 3 Options

15. Proposals
Prepare in draft
Run the draft past your key supporter
Prepare a partially completed contract
Close with a “Call to Action”

16. Building Winning Proposals
We are proud to be on the list of…...
This is: Our Vision, Our Mission, Our Objectives
Never Lie!
Never say “Trust Me”
Never offer a personal guarantee
Avoid these mistakes

17. Building Winning Proposals
Think outside the box
Paradigm Shift
Push the Envelope
Low Hanging Fruit
At the end of the day
Value Added Proposition
Drop the Ball
Seamless Integration
Break down the silos
Throw them under the bus
It is what it is
etc…….
Avoid business clichés

18. When do we present?

19. Preparation
Keep it Short and Simple
K.I.S.S.

20. Keep it Short and Simple
"It has to be said at this moment in time
that I will, under no circumstances, be able
to make any meaningful contribution to the
ongoing discussion without due consideration
of the impact my disclosure may, or may not
have on the voting public"
No Comment!

21. Keep it Short and Simple
We shall not flag or fail
We shall go on till the end
We shall fight in France
We shall fight on the seas and on the oceans
We shall fight with growing confidence and growing strength in the air
We shall defend our island whatever the cost may be
We shall fight on the beaches
We shall fight on the landing grounds
We shall fight in the fields and in the streets
We shall fight in the hills
We shall never surrender Winston Churchill

22. Do we send the Proposal or Present?
Draw a financial line
Consider using e-signature software
Pandadoc.com

23. Why Present your Proposal?
If you want to Win, Take it in!
Which Platform to use?
Zoom, Google Meet, Microsoft
Teams, Skype, Go to meeting, High
Five.
What platform does your client like?

24. Who do we present to?
How will the decision be made?
The Decision Maker

25. Presentation
All good communication has…….
Beginning
Middle
End
Tell them what you are going to tell them
Tell them
Tell them what you told them

26. Presentation
Beginning Tell them what you are going to tell them
Introduction
During our meeting and subsequent survey
Today we will be discussing our proposal
that will ………. (End Result)

27. Presentation
Decline of attention during your presentation
1
3
2
1
4

28. Presentation
All good communication has…….
Beginning
Middle
End
Tell them what you are going to tell them
Tell them
Tell them what you told them
Summarise and Call to Action

29. Presenting Online
Have an assistant to help
Mute the sound when not speaking
Switch off video if internet is slow
Screen Share for slide presentation
Use Chat to communicate
Display Names
Breakout rooms for discussion
Record your meetings

30. Presentation
Build the PowerPoint around the proposal
Don’t ever start with “About Us”
Keep them simple
Make sure they are easy to read
A picture can say a thousand words
PowerPoint - Keynote - Prezi

31. Presentation

32. Presentation
“90% of the impression you
create when presenting is
made in the first 30 seconds
of your presentation”
Be careful how you look

33. Presentation
Reduce the need to fear
Control the symptoms
Use what's left
Stage Fright

34. Presentation
Don’t forget to Close
Give them time to decide
Close with the Influencers
Keep Control of the Sale
Close at the end

35. Presentation
Repeat the question back to them using your own
words.
Ask if anyone else in the audience has an opinion.
Ask what the questioner thinks.
If you are not sure, promise to get back to them.
Question Time

36. Summary
Is it worth it?
Choose between Quotations and Proposals
Building the proposal
Should we send it or present it?
How, When and What to present
What platforms to use
Presenting online
Include a Call to Action and Follow Up
Practice, Practice, Practice

37. Slide Download
https://bit.ly/2H8yPk0

38. Presentation
Any
Questions

39. Power Series
Sales Proposals
and Presentatiions
by Richard Mulvey

40. X
Junior
Management
Middle
Management
Directors
Finance Production Transport
KAM Sales Strategy

41. X
Junior
Management
Middle
Management
Directors
Finance Production Transport
KAM Sales Strategy

42. X
Junior
Management
Middle
Management
Directors
Finance Production Transport
X X
X
John Brian Pete
Jean
Pam
Jill
Fred
KAM Sales Strategy