Develop and Negotiate Winning Quotes and Proposals

INCREASE the number of customers who buy your higher price…even against the competition which is undercutting you by 20%?
DOUBLE your orders from the quotes you submit?
HALVE the discounts you’re giving away?
IMPROVE your chances of getting the first opportunity to quote?
NEGOTIATE better terms?
NEGOTIATE better rates?
MAXIMISE the profit from your quotations and proposals?

There’s an old saying, “If you keep on doing the same old things…you’ll get the same results. The way of quoting and negotiating for business is changing. There’s more competition and the internet is driving prices down, generally, across the world. By the time you’ve read this page, millions of buyers around the world will have placed orders in response to quotes received. Some quotations do a terrific job, maximizing profitability for the company. Other quotations do a lousy job, leaving behind profit, that was there for the taking. That raises a question. Do you do a terrific job, or do you do your quotes the same way as everyone else does? Because if you do, you’re left with the same dilemma as everyone else…people gravitate to price when there’s nothing else to compare with.

This master class gives you the tools to develop a quoting system to stand out above the rest, to be able to sell your services and products at best value for money, with a proposal document you’ll feel confident to be able to negotiate strongly with.

To complicate matters more; all people are different. They’re all motivated for different reasons.

People are motivated to do things for their own reasons. If the person you’re negotiating with, doesn’t like you; they’ll make the negotiation more difficult. It’s our job to make the negotiation easier, by getting the other party to like us more.

People buy from people. People buy from people they like. People buy from people who are like themselves. People do not buy from, or make it difficult for, people they don’t like.

So it’s our job to learn how to be liked more, and the way we do that is to understand different types of behaviour. First we learn to understand ourselves; our strengths and our weaknesses. Then we learn to understand the strengths and weaknesses of other behaviours, that are different to ours. We then learn to recognize those other behaviours, and adapt our behaviour in negotiation, to be liked more.

All delegates will get their own personal behavioural analysis report; 26 pages of accurate information about their behaviour, which will be accessed from the internet, prior to the master class, and worked from in the master class. This allows you to first understand your own behaviour, and then that of others who are not like you. This knowledge leads to greater understanding, appreciation and improved communication, to allow you to become an exceptional communicator and negotiate more successfully.

The 6 common objections in the mind of the buyer when they first contact you.
The 14 most common objections when presenting a proposal, and how to handle them.
7 reasons why the customer will like this new format.
The feel-good factor and the 5 powerful reasons what the buyer needs to feel good about, if they are to buy from you, at your price.
The biggest fear of the buyer, and how you have to overcome it.
Learn about the buyer’s driving force when decision making.
7 powerful psychological needs of the buyer and what you have to do to fulfil them.
Benefits! Real ones! What’s in it for them?
The most powerful way to get your benefits across.
A powerful way to get the ‘decision influencer’ on your side.
10 questions you should be asking yourself, and how to use the answers to create a powerful conclusion to your proposal.
Learn how to deal with ‘decision influencers’.
How to communicate with people who have different behaviours to you.
How other behaviours, not like you, like to be motivated.
The emotions of the different behaviours, for different people.
How to influence people more effectively.
How others influence people, in a way you don’t like.
How others handle pace that you’ll need to adapt to.
How different behaviours want their information presenting.
How different behaviours like to negotiate.

How to present and negotiate your proposal more effectively in different situations.
How to find out if the decision maker is on your side, and will fight for you in your corner, against any objections by the decision maker.

Directors, Managers, Supervisors, Team Leaders, Sales People and anyone else who is involved in the quoting, proposing and negotiation process of winning business in the company.

Learn how to win more business through developing a better proposal method and negotiating that proposal with better communication methods and psychological understanding of behaviours of different behavioural styles of the people you negotiate with.

Training style

Participants will learn by active participation during the master class through the use of exercises, questionnaires, syndicate and group discussion and discussions on "real life" issues in their organisations.

Motivated, wise staff perform at their best, which leads to increased production, increased sales, reduction in errors, reduced costs, improvement in margins with better bottom line profits.

Understanding your behaviour and that of others, allows you to be in control and influence other people. This allows you to become happier in both your work and personal environment. Being able to master negotiations and feel in control, means less stress for you, and personal recognition for your achievement. A positive mental attitude about proposal generation and negotiation. Increased confidence in preparing for negotiation. To understand others, you must first understand yourself. You’ll come away confident you can win more business.

We concentrate on the skills required to develop better proposals and communicate with others more effectively, to produce better proposals and develop better negotiation skills. All participants will return to their organisations with an armoury of new skills, having a completely different view of the way they communicate, produce proposals and negotiate to maximise profit.

All delegates get practically involved in developing new writing skills, new verbal skills, body language awareness, psychological and behavioural skills, so they can learn to adapt to different behaviours. All delegates will get their own personal behavioural analysis report with many pages of accurate information about their behaviour, which will be accessed from the internet, prior to the master class, and worked from, in the master class.

Negativity: - resistance of buyers to change and where the negativity comes from.
How we are programmed to resist change and be negative.
Why over 95% of the world quote in a similar way, and have done for 200 years.
How the average quote is ‘working for the competition’.

Acquiring a positive mental attitude.
Victoriana: - why do we write the way we do? Learn how this way of writing can easily get up people’s nose, be interpreted in the wrong way, and lose you business.
Meta-language: A language within a language. The hidden meanings of words.

Learn how your typestyle alone can lose or win you business.

How the qualification forms the most important part of the proposal, and how to do it more effectively.
The new proposal format: - a better way.
The 6 essential stages of the proposal document.
The psychology of the sale and how it is applied to this new proposal format.
Knowing your buyer’s driving force: Self-interest.
The feel-good factor.
Questioning techniques.
Placing yourself above the competition with your proposal.

Price v. cost v. value.
Putting the new proposal structure together.
Mastering benefits…”What’s in it for me?”
The 22 most powerful selling words.
Pacing: learn to match the pace of others speech and body language.
How to recognise buying signals.
Asking for the order.
How to overcome price fright when negotiating.
Overcoming objections. The 14 most common objections when negotiating business.
Developing a powerful negotiating tool: Why we should buy from you?
Developing testimonials: powerful negotiating tools.
Developing case histories: powerful for negotiation.

Recognising different behaviours from the words that they use.
Adapting to other behavioural types, for greater appreciation, communication and understanding.
Understanding that your most effective negotiation, is led by emotional intelligence.
Body Language.

What is body language?
How to accurately read body language.
Understanding people’s thoughts, from their gestures, movements, posture, distances, angles and posture.
How reading body language, will help you recognise different behavioural types.
Different degrees of body language for different behaviours in the hands, the stance, and the way people walk.
How to use your own body language, to negotiate more effectively.
How to present the proposal, professionally.

Advantages and disadvantages of e-mail, post and ‘taking it in to win’.
Assessing the potential success of your proposal.
Example generic proposal.

Face to face in negotiation.
Winning over the decision influencer as an ally to win over the decision maker.
Putting negotiation techniques into practice.
Price fright! How to overcome the fear of rejection about price.
How to overcome the 14 most common objections when presenting a proposal.

Introduction