Closing the Sale Copy

Without closure, all the preceding effort is meaningless. Successful consulting practices are also successful at closing the deal and asking for the business.

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Proposal Presentation

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  • Prepare thoroughly.
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  • Rehearse with the team.
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  • Present the proposal, paying attention to:
    o Roles u2013 who does what and who presents what.
    o Process/ Approach u2013 highlight HOW you propose to address the client needs and produce the results and deliverables required.
    o Benefits u2013 remember the business case which highlights costs, benefits and risks.
    o Close by asking for the order.
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Prepare

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  • Test current position vs. your sales objectives.
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  • Verify your clientu2019s buying process.
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  • Plan for active participation and buy in.
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  • Ensure the economic buyer is present (senior management, steering committee) u2013 (see client roles as well).
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  • Prepare sales aids and have them available for quick access.
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  • Plan the meeting.
    o Identify and answer key questions, especially the difficult ones!
    o Identify and counter objections before they are raised.
    o Determine what the next steps are and what decision you require from the client.
    o Ensure you prepare to walk away having achieved the key outcomes you are aiming for.
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Rehearse

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  •  Rehearse and role-play the meeting.
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Presentation roles

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  • Consider the use of multiple presenters (expose the project team and its diverse capabilities).
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  • Focus on utilising individual strengths in the presentation.
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  •  Identify the buying roles at the client and match presenters to each one.
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  •  Cover bases with all buying influences and styles.
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What to present

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  • Present the proposal and an implementation plan.
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  • Present with all buying influences and styles in mind.
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  • Assess and handle issues, concerns, questions and objections as they arise.
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  • Ask relevant questions of the client to confirm details e.g. scope, timing and roles.
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  • Probe for concerns/objections/issues over and above those specifically raised by the client.
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  • Highlight benefits and added value (business case).
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  • Confirm the clientu2019s desired/required results and ensure that your presentation is aligned to these.
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  • Relate your own strengths to the client requirements.
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Close

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  • Close (do not negotiate fees at this stage).
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  • Determine date(s) for reviews/decisions.
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  • Agree next steps and responsibilities.
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  • Meet later with economic buyer/s to obtain feedback and re-evaluate proposed approach if necessary.
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You may not be in a position to do all of the above depending on the rules and constraints applied by the client.

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Question: How seriously should an Internal Consultancy take this process? Note this for yourself

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Hibbit Case Study: Presenting the proposal

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Go back to the Hibbit case study and use the guidelines in this section to prepare a formal proposal to obtain the work. You can work on your own or as a team. If you are working in a group, choose a presenter to present your proposal.

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