Your sales team could easily increase the conversion rate of their sales quotations, bids and tenders by 20% to 50%, through a series of proven layout and copy improvements?
*This depends on how well your current quotations are written. Typically, four out of five businesses see a significant increase in their conversions.
What would it be worth to you personally, and to your company, to significantly increase your conversion rate. And retain that increase, year after year?
Global company won a 50% increase in conversions
“The percentage of ship management contracts that we are securing from new customers increased from 40% last year to 60% in the calendar year to date (2017). I would have no hesitation in recommending Mike to any organisation seeking to develop and enhance their sales…”
Robin Thuillier, Director - Marketing and Business Development, Bernhard Schulte Shipmanagement. (One of the world’s foremost ship management companies.)
Why this training increases your conversion rate
The majority of sales proposals and quotations simply list what is being supplied. Some include a list of features and benefits. Others may include information about the credibility or reliability of you, the supplier. When all the competing suppliers take a similar approach, it’s usually the preferred or established provider, or lowest price, that wins.
What your sales and support team discover in this training
Your team learn how to structure and write a compelling proposition, to position your business as the supplier of first choice. Truly effective sales quotations or proposals sell on four levels: (Check to see if yours do)
The vast majority of sales quotations and proposals fail to communicate the first two elements and cover the last two 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 makes it far easier for you to dislodge embedded or preferred suppliers.
"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
Stop competitors from stealing your customers
By including strategic, operational and financial justification, whenever you re-quote or re-tender your current customers, you minimise your risk of losing out to a competitor. If you’ve lost customers to competitors in the past, particularly to a lower price, you discover 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’ customers. Instead of making up the numbers, with little or no hope of winning, you encourage the prospect's senior decision makers to consider you as a preferred alternative or a complimentary supplier. You also force buyers and lower-level operational staff to recommend a change to you – you get your foot in the door.
Influence senior decision makers who you don’t get to meet
If you can’t get a meeting with the senior decision makers during the selling process, 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 decision makers 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 – as and 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.
Do your current sales quotations fail to convert often enough?
How the training increases your sales conversion rate
“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)