1. Advantage Generate Winning Proposals May 1, 2012 for Sales

2. Questions for Discussion What are the characteristics of a winning proposal? Focus on characteristics that are different from the characteristics of winning presentations. What are your biggest challenges in pricing your products or services? What are common mistakes in developing proposals?

3. Review from last time Did you expand your core presentation to 10 minutes? What did you learn from presenting it to a trusted advisor, coach, or lab for feedback?

4. K.I.S.S. & L. Keep it simple, straightforward, and logical Identify present state Ideal State Pathways Options

5. Proposal as Draft Involve your client in developing the proposal Give them a draft Present it in person Get their feedback Ask them how it needs to be changed to meet their needs

6. Write it in their language Roles and responsibilities of their client Clear deliverables in client terms Client roles and responsibilities

7. Things to Know Competitors Sponsors Needs Costs of problem Timing Budget Decision process; decision makers Their perception of you Key stakeholders Your assumptions and expectations of client and client responsibilities

8. What to include… Executive Summary Situation or Need Proposed Work Company Capabilities & Personnel Bios Timeline Pricing References Terms of Agreement

9. Always present in person Agree up front Mark “draft for discussion” “Here’s what I heard you say. Let’s make sure it’s right” Design in visually stimulating way

10. Proposals that close Ask for confirmation or signature Assume the close: “So, will you have ___ get me a P.O.?” Include some urgency or incentive to commit now. Lay out the process so they don’t have to: “Here is the next step.” Use a trial close: “If I meet this, this, and this, will we get the business?”

11. Pricing Considerations Your Cost Your competition Your differentiators Benefits they care about Strength of relationship Future potential of account Don’t be afraid to price too high: unconflicted consciousness

12. Exercise: Differentiators What are my customer’s needs, and what are my company’s differentiators? Keep coming back to BENEFITS before features in considering/negotiating price.

13. The Inner Game of Pricing Reorient from scarcity: “I have served them in simply preparing for this presentation. I’m OK and so are they, no matter what happens.” Walk before you run: “Let’s get started on this piece. Then we’ll look at the next phase.” Don’t assume the worst: Leave your tin cup at home

14. Exercise: Selling Yourself What are the insecurities you bring to the table? These impact your ability to present effectively and to close the sale

15. Negotiating Price If you discount, make them aware Be willing to step away and get counsel: “I’ll check with my higher ups/service team.” Review and adjust rates at beginning of each new year

16. Homework Do one new thing to beef up your proposals. Share it with your lab Ask one prospect what it will take to win their business.

17. Looking Ahead Next A4S Webinar: Tuesday, May 15 — 12:00 p.m.