W/C Monday 31 July '23 - Compelling Proposals

Hello Reader,

Welcome to our second Sales Reset Leadership sales training email!

The theme for next week is for your team members to write better proposals.

Our goal is that every team member becomes more skilled at developing increasingly compelling proposals.

It’s still very early days for these Sales Reset sales training emails. I'd love to hear from you if you have any observations about how they can be improved.

If you have feedback or suggestions, simply hit reply to this email.

Thanks - I’m looking forward to hearing about all the progress you make with your team!

Outcomes

• Your sales team will develop better proposals that win more business.

• Every team member will become more aware of the need to prioritise the proposal process as opposed to the initial creation of the proposal document.

What?

• The higher the value of the opportunity, the more likely it is that proposal documents will be reviewed by key stakeholders that salespeople have never met.

• If proposals are part of your sales process, every aspect of our conversations with customers should be directed to the emergence of increasingly compelling proposals.

Why?

• Few salespeople enjoy writing proposals!

• For many, their priority is to produce a good looking document as efficiently and swiftly as possible.

• Last week in your Daily Sales Reset emails, your team focused on asking better questions so that they could get to the end of their meetings having learned what will help them to develop compelling proposals.

How?

We have developed the following Sales Reset Proposal Checklist. You can download a PDF version by clicking here here.

We hope that this checklist will help you to work with your team members to review and improve their proposals. If you have any suggestions for how this checklist can be improved, we’d love to hear from you!

Daily Sales Reset

If you and your team members subscribe to our Daily Sales Reset email, use the recommended daily coaching prompts in each daily email:

• Monday - Sales Reset Proposal Checklist - How good are your proposals?

  • Coaching Recommendations:

    • Both the sales team leader and members of the sales team complete a checklist review of one or more opportunities and compare notes.

• Tuesday - Your proposal process is more important than your proposal documents

  • Coaching Recommendations:

    • Coaching conversation about the implications of ending every selling meeting with agreement about when to meet to review the current version of proposals.

• Wednesday - Customers buy outcomes, not products and services

  • Coaching Recommendations:

    • Look together at the team members’ current most significant opportunities to identify how stated outcomes can be improved.

• Thursday - Outcomes with numbers are typically better than outcomes with words

  • Coaching Recommendations:

    • Review together the list of typical measurable outcomes that might be made available with the effective use of your products and services.

• Friday - Do your proposals offer compelling good value?

  • Coaching Recommendations:

    • Review your most significant current opportunities and scheduled meetings to find places to improve ROI.

• Saturday - It's time to celebrate your progress and relax!

  • Your team members are prompted to reflect on what they learned and improved in the previous week.

• Sunday - The theme of what to expect in Daily Sales Reset emails in the following week:

  • How to become more aware of the range of stakeholders who are involved in almost every selling situation.

PowerPoint Slides for your Monday Sales Meeting

• Download editable versions of these slides by clicking here