Event quotes 2017

*NEW London Seminar*
Write highly persuasive sales quotations, proposals and tenders that win, even with
a higher price

In this three-hour afternoon seminar you learn how to write winning sales quotations, proposals and tenders that convert to orders, even with a higher price. Run and presented by Mike Kingston FInstSMM.

Wednesday 22nd June, 2016
Woburn House Conference Centre
20-24 Tavistock Square
London
2.00pm – 5.00pm

EARLY BIRD BOOKING OFFER £129+vat! (Valid until May 31st)

bOOKING AVAILABLE SOON

 

 

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“A large contract I hadn’t expected to win”
“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 (Leading software for estate agents and the property market)
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Course content

Are your sales quotes and proposals losing you valuable orders?

  • Do you often lose out to low price suppliers?
  • Do your proposals struggle to unlock preferred competitors?
  • Do decision makers skip your sales copy and only read your price page?
  • Do your proposals and quotes fail to truly convince and persuade?
  • Do you feel that your proposals and quotes should convert more?

How this seminar helps you write winning sales quotes and proposals

  • Teaches you how to write compelling sales copy
  • Structures your layouts to get your important sales messages read
  • Makes your competitors appear less credible and risky
  • Dislodges locked-in competitors and encourages supplier change
  • Builds a truly effective customer focus; to encourage purchasing
  • Communicates persuasive reasons for customers to choose you
  • Makes your higher price appear a safer bet, even for the price conscious
  • Makes quote writing quicker and easier using pre-formed templates

Is this seminar for you, your sales team and your business?
Join over 26,000 delegates who have already attended a Mike Kingston sales seminar.

A high percentage of the bookings are from businesses that have previously attended Mike’s events, so you can be confident that this training delivers results. A significant number of these companies were members of a Chamber of Commerce.

Mike has presented seminars for many of the UK’s city and regional Chambers of Commerce, the EEF, MAS (Manufacturing Advisory Service), the Design Council and several other training providers.

Delegates include sales and technical staff, directors and account managers, business owners, as well as partners, consultants and professionals who pitch to win new customers and contracts.

Delegates represent IT, engineering and manufacturing companies, service industries, professional and technical services, financial and commercial services, legal and accountancy – in fact, every organisation that writes sales proposals, quotes and tenders.

Why this seminar increases your conversion rate
The majority of sales proposals and quotations simply list what is being supplied. Some include features and benefits. Others may include information about the credibility or reliability of the supplier. When all the competing suppliers take a similar approach, it’s usually the established provider or lowest price that wins.

What you discover
In this content rich seminar, you learn how to structure and write a compelling proposition, to position your business as the supplier of first choice. Here’s how…

A truly effective sales quotation or proposal sells on four levels:
(check to see if yours does)

Strategist – To convince senior executives who want to improve their business performance
Financier –  To justify the purchase cost (a higher price) and the return on the investment
Scrutineer– To tick all of the buyer’s conditions and qualifications, and mitigate fears
User
– To convince those with day-to-day responsibility for using the product or service

The vast majority of sales quotations and proposals fail to communicate the first two elements and cover the others poorly. When you include strong strategic and financial influencing in your quotes and proposals, and your competitors don’t, you gain a significant advantage. It is far easier for you to dislodge embedded or preferred competitors. And there are other ways you benefit.

Stop competitors from stealing your loyal customers
By including strategic and financial justification whenever you re-quote or re-tender, you minimise your risk of losing your important customers or accounts to a competitor. If you’ve lost out in the past, particularly to a lower price, the master class shows you how to reduce the risk of this happening in the future.

Capture your competitors’ high value accounts
The structuring and writing techniques taught in this training are particularly effective for capturing your competitors’ accounts. Instead of making up the numbers, with little or no hope of winning, you encourage senior decision makers to consider you as a preferred alternative or a complimentary supplier – you get your foot in the door.

Influence senior decision makers you don’t get to meet
If you can’t get a meeting with the senior decision makers, as often happens with higher value sales, then your quotes, proposals and tenders must sell in your absence. Mike shows you how to influence those you never get to meet. It all adds up to a powerfully persuasive proposition that converts far more often.

Make them remember your key selling points
An essential function of any sales quotation or proposal is to remind decision makers of the reasons for choosing you – when they make their final buying decision. This is vital where there is a long lead time to order. Mike shows you how to lock-in your key selling points and influence the final decision in your favour.

Let me be honest
I can’t guarantee that you will substantially increase or double your conversion rate, no one can. A lot depends on how your quotes and proposals influence and convert at the moment and the improvements that can be made. What I can promise you is that the strategies and techniques I teach, have already secured valuable increases in the conversion rates of many companies.  Below you’ll find some of many comments and confirmations from previous delegates.

In-company training
Mike’s seminar can also be presented as an in-company workshop for your team, bespoke to your business. Please contact Mike on: 01604 743499 or email him for details.

Mike Kingston FInstSMM
Mike has been described as the most practical and effective trainer in advanced selling techniques in the UK today. His master classes and seminars share proven strategies and techniques that deliver a significant and almost immediate increase in sales opportunities and conversions.

Mike has also trained over 360 UK and international sales teams in-company. They include finance and banking, professional and consulting services, engineering, manufacturing, business services, recruitment, logistics and training. Many are regional or national leaders in their field.

Mike shares this considerable depth of experience with you in this proven master class, to enable you to increase your new sales, rapidly.

What previous delegates said

“£750,000 tender win result from Mike’s 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, to quote writing, through to the presentations, I used elements of Mike’s training. Your seminars really work.”
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, Raw Corporate Health (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.

“Achieved a 100% conversion”
“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

“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’. Thanks.”
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 was great from your training sessions in tendering for contracts.”
Karen Frankland, Director of Business & Marketing/Deputy CEO, Nottingham CityCare Partnership NHS

“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 realising 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 the 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.


Write highly persuasive sales quotations, proposals
and tenders that win, even with a higher price

Wednesday 22nd June, 2016
Woburn House Conference Centre
20-24 Tavistock Square
London
2.00pm – 5.00pm

EARLY BIRD BOOKING OFFER £129+vat! (Valid until May 31st)

bOOKING AVAILABLE SOON