Transform your sales proposal
and quotation win rate

Increase your team’s conversion to order rate,
win with a higher price, dislodge embedded competitors

The perfect half-day master class for your next sales team meeting?

Half-day master class:  from £1,250.00 + vat
For booking conditions and two master classes on the same day, Click Here

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………………………………………………………………………………
“I used your quotation writing techniques and secured
a large contract
 I hadn’t expected to win. Great result.
Your ‘Strategist and Financier role’
executive summary
approach really does get results.”

Peter Grant, CEO, VTUK. Software for the property market
.…………………………………………………………………………….

Do your sales proposals and quotes cost you valuable orders?

  • Do your sales quotations often lose out to lower price suppliers?
  • Do your proposals struggle to unlock embeded or preferred competitors?
  • Do decision makers understand what you sell and why they should choose you?
  • Do decision makers skip your sale story and only read the price page?
  • Do your proposals or quotes fail to truly convince and persuade?
  • Do you feel that your proposals and quotes should convert far more often?

How this master class increases your conversion rate significantly

  • It makes your competitors appear less credible and more risky
  • Dislodges preferred competitors, encourages prospects to change to you
  • Gives first-time purchasers compelling and credible reasons to buy
  • Communicates very persuasive reasons for customers to choose you
  • Makes your higher price appear a safer bet, even for the price conscious
  • Encourages in-house provision or management to outsource (if relevant)
  • Makes quote writing quicker and easier, using pre-written templates

……..……………………………………………………………………………………….
“After your sales quotation writing seminar I revised our format,
sent out
four proposals and achieved a 100% conversion.
It’s quite amazing.”

Paul Erricker, BEng CEng MICE MAPM, Erricker & Associates Limited
……..….……………………………………………………………………………………

What to expect from this master class
The majority of sales proposals and quotations simply list the products or services that
are being supplied. Some include features and benefits. Some may include information
about the credibility or reliability of the supplier. When all of the competing suppliers
take a similar approach, it’s usually the established provider or lowest price that wins.

Truly effective sales quotations and proposals sell on four levels: (do yours?)
Strategic – To convince senior executives who want to improve business performance
Financial – To justify the purchase cost and the return on the investment (higher price?)
Procurement – To tick all of the buyer’s conditions and qualifications; mitigate fears
Operational
– To win over those with day-to-day responsiblity for the product/service

The vast majority of sales quotations and proposals fail to communicate the first two elements. The master class shows your team how to include strong Strategic and Financial influences in your quotes and proposals to gain a significant sales advantage. Your conversion rates increase significantly. You dislodge embedded or preferred competitors more effectively.  But, there is another very important reason to the first two elements.

Failing to include Strategic and Financial justification risks losing long-held customers
and accounts to competitors every time you re-quote or tender. Has this happened
in the past? Do you want to stop it happening in the future?

During this practical, interactive master class, your sales team learn how to structure
and write a compelling proposition that makes your business the supplier of first choice.

Break into your competitors’ high value accounts
The techniques taught in this sales workshop are particularly effective at capturing your competitors’ key accounts. Your sales team learn how to create approach strategies that encourage decision makers to consider you as an alternative or complimentary supplier.

Influencing senior decision makers you don’t get to meet
If you are not able to meet all of the senior decision makers, as is often the case, then your quotes and proposals must sell in your absence. This workshop shows your team how to structure and write to influence those you never get to meet. It all adds up to a powerfully persuasive proposition that converts far more often.

Influencing with a long lead time
This sales quotation or proposal writing approach re-sells the reasons for choosing you
at the point when senior decision makers review the supplier list and place the contract
or order. This is vital when there is a long lead time to order placement or you have
limited access to the decision making team.

This workshop shows your sales team how to create a compelling selling proposition
that places you firmly at the top of the preferred supplier list.

……..……………………………………………………………………………………….
“Using your valued outcome approach in our sales proposals
and quotes, our conversion
to order rate is now a minimum 70%.
Our four-times higher price is no longer a barrier
to sales success.
Many thanks.”

Phillippa Hardman, Joint Managing Director, RCH Ltd.
(Design and management of gyms and spas)
……..….……………………………………………………………………………………

No risk training
Unsure this master class is for you? Email me a copy of your typical sales proposal,
quotation or tender,(covering up your sensitive information) and I will call you
and give you my honest opinion as to how this master class would benefit your business.
It is not in my interest, or yours, to train your team if it doesn’t deliver a valuable, measurable increase in your sales. Email me at: mike@mikekingston.co.uk

Over 26,000 businesses have benefited from my training,
50% have come back more than once!

I have taught over 420 sales teams. They include finance and banking, professional
and consulting services, engineering, manufacturing, business services, recruitment,
logistics and training. Many are national, international or regional leaders in their field
a huge depth of selling experience that I shares with sales teams during my master classes.

Over 26,000 business people, responsible for sales, many from the top 1,000 UK companies, have already experienced my training in seminars at regional Chambers of Commerce, the EEF and other leading training organisations over the past nineteen years.

Attendees included sales staff, sales directors and account managers, CEOs,
directors and owners of smaller businesses, as well as consultants and professionals.

What delegates have said and achieved

“£750,000 tender win result from quotations seminar”
“Today my company was awarded a contract worth £250,000.00 per year
over a 3 year period, our largest order so far. From the invitation to tender
and quote writing through to the presentations, I used elements of Mike’s
training. Your training really works.”

Matt Fletcher, Managing Director, Fletcher Moorland Ltd
(Service and Repair for Electronic & Electro-Mechanical Equipment)

“Four times the price is no longer a barrier”
“Using your valued outcome approach in our sales proposals and quotes,
our conversion to order rate is now a minimum 70%. Our four-times higher
price is no longer a barrier to sales success. Many thanks.”

Phillippa Hardman, Joint Managing Director, RCH Ltd.
(Design and management of gyms and spas)

“Dramatically more successful”
“We transformed our proposal writing process as a result of Mike’s
seminar and as a result were dramatically more successful. Anyone
who writes proposals should attend his courses.”

Michael Gamlen, MD, Gamlen Tabletting Ltd.

“Motivational and inspiring”
“What I found most motivational and inspiring was the common sense
way it was presented. It made our engineering team (and me) think
about the customer’s
needs rather than focus on what we sell.”  
Jon Moreau, DipM M.C.I.M Jiskoot Autocontrols Ltd

“Out with the me, me, me!”
“It opened my eyes to several embarrassing areas in our company quotations
and brochures. All getting scrapped straight away!! Out with the ‘me, me, me’
and in with the ‘you, you, you!”
Jim Connor, General Manager, The IBT Travel Company.

“Feedback was great”
“Just to say a big thank you and to let you know the feedback from your
tendering course was great.”

Karen Frankland, Director of Business & Marketing/Deputy CEO,
Nottingham CityCare Partnership.

“Powerful techniques to gain competitive advantage
“Switched on a few lightbulbs… Now I know where I have been going wrong!
– very powerful techniques to gain competitive advantage – highly recommended!”
D. Leyson, BBS Butler Ltd

“I have to redo all my templates”
“I loved your seminar on writing effective sales proposals and quotations, apart
from realizing that I have to redo all my templates, I found it incredibly useful
– not only for proposals, but for my overall marketing message. Many thanks.”

Jacob Reimann, Managing Director, Netrino – Bespoke online shops

“We will win more work
“The content of this seminar was excellent. I thought our proposals were pretty good,
but I know that they will be 100% better in future and we will win more work”
Andrew Wilks – Continental Datagraphics Ltd

Costs:

Half-day master class:  £1,250.00 + VAT
One day master class:  £1,950.00 + VAT

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Booking conditions:
The price is for up to twelve delegates per master class.  Add £10 +VAT for each
additional person attending. No maximum number of delegates, however interactivity
does reduce with larger numbers. The fee includes all travel expenses within England.
(Travel to other UK countries and abroad may incur additional costs).