Presentation notes from The Online Sales Manager 'Powerful Presentations' workshop. June 2015

1. Win for your business
Introduce the most new members to The
Online Sales Manager in any quarter and
you will win to spend on your business.
Full details available at:
www.increasesalesnow.co.uk/competition
More than just a website
www.increasesalesnow.co.uk

3. Powerful Proposals
• What are your objectives for today?
• Our topics for discussion:
Prior preparation prevents poor performance
Creating and delivering powerful messages
How it works
The importance of the sales process
More than just a website
www.increasesalesnow.co.uk

4. Prior preparation…
•Who is your audience?
•What do you want to achieve?
•What are your capabilities?
•What senses can you engage with?
•What emotions can you engage with?
More than just a website
www.increasesalesnow.co.uk

5. Your audience
•What do they want to achieve?
•What motivates them?
•What is your relationship with them?
•How will success affect this relationship?
More than just a website
www.increasesalesnow.co.uk

6. What makes a powerful proposal?
More than just a website
www.increasesalesnow.co.uk
•Customer focus
•Direct
•Relatable
•Works to a conclusion

7. What makes a powerful proposal?
•Proposal structure
•Attention
•Interest
•Desire
•Action
More than just a website
www.increasesalesnow.co.uk
- The objective they want to fulfil
- The outcomes they will achieve
- Your detailed solution
- How they can proceed

8. Their objective
•What do they want to achieve?
•Why do they want to achieve that end?
•What are the consequences of not achieving
it?
•What limiting parameters do they have?
More than just a website
www.increasesalesnow.co.uk

9. Outcomes and solution
•Be specific about what you will deliver
•Tell them what you are going to do, not how to
do it
•Make it easily digestible
•Keep to the point
More than just a website
www.increasesalesnow.co.uk

10. Taking action
•Use their objectives to help you close
•If possible give alternative options
•Ask for the business
•Get them to be specific about any issues
More than just a website
www.increasesalesnow.co.uk

11. More than just a website
www.increasesalesnow.co.uk
Communication hierarchy

12. The importance of the sales process
More than just a website
www.increasesalesnow.co.uk
Rapport
Need
Solution
Close Objections
•The sale is always lost at the beginning, never
the end

13. Sales and marketing
More than just a website
www.increasesalesnow.co.uk
Suspects
Prospects
Quoted
Follow up
Qualified
Customer
Client
Advocate
Leads/referrals

14. What’s the difference?
•Ongoing engagement?
•Progression through the process?
•Actionable messages?
•Branding?
•Tone?
More than just a website
www.increasesalesnow.co.uk

15. Our next meeting
Wednesday 1st July
9.30 – 11.30 am
The Portfolio Centre
Following up
More than just a website
www.increasesalesnow.co.uk