PROPOSAL PRESENTATION
Position your proposal by talking about the customer's Problems > Alternatives > Solutions in this order. Invoke emotion, create urgency, and share analogies to help them understand the overwhelming value you bring to their business - and close the sale!
Proposal Presentation Overview Sales Training
Presenting your Proposal
Communicate your findings and how you can help. Keep conversations at a business level, and not too technical so the business owner and decision maker can easily understand. Be the trusted technology advisor they sought you out to be!
What should I prepare for the proposal in advance?
- Prepare how to overcome anticipated objections
- Ensure the pre-requisites of the sale are met
- Invite your copier/MPS sales person
- Bring a copy of agreements for all attendees
- Provide printed booklets for attendees to follow along
- If needed, bring projector for the presentation
How can I create a sense of urgency?
- Losing $$$
- Downtime
- IT person is leaving
- Moving to a new facility
- Hardware dying/end of life
- Busy season is approaching
- Current contract is ending
What do I need before ending the proposal?
Receive a "Yes/No" answer, or schedule a follow-up date!
- Win: Congratulations! Get started immediately by submitting your order request.
- Lost: Determine why and revisit the pre-requisites of the sale
Information to include in Proposal
Provide insight on the current environment, recognized problems uncovered during the assessment ("You told me... This is causing... We will solve by..."), potential business implications, your technology solution, justified costs - and close the sale!
Your Managed Solution Offering
- Robust ticketing system
- Full team of technical experts
- Friendly, live-answer U.S. based Help Desk
- Quick and easy remote resolution
- Onsite support as needed
- Complete network administration
- Hassle free vendor management
Taking initiative with your network
- 24x7x365 Network Monitoring
- Server Monitoring & Alerting
- Automated Patch Management
- Automated Disk Clean Ups
- Automated Ticket Generation & Escalation
Professional services and consulting
- Technology Consulting
- QBRs
- Technology Solution Engineering
- Budgeting and Planning Assistance
Security Management
- Network and Desktop Anti-Virus Automatic Updates
- SPAM Protection
- Intrusion Prevention & Detection
- Content Filtering and Reporting
- Secure VPN for Remote Users
- Email Filtering, Continuity and Archiving
Business Continuity, Backup and Disaster Recovery
- Fully Automated
- Fully Managed and Monitored
- Vertifed and Tested
- Replicated and Stored Offsite
- Quick Recovery through Virtualization (RTO & RPO)
- Secure, Compliant and Physically Protected
The Technical Solutions
(Visualize as much as possible and color code! We recommend to print.)
- Messy current state of customer's environment and outline what they have today
- Show why the identify problems are occurring
- Reveal what the future state could look like with a clean environment
Cost Prevention
- Soft costs and implications are costing the customer
- Compare current state, future state, and monthly savings
Proposal Presentation Template
Use this slide deck example that includes information for you to use in your presentation, as well as analogies in the notes for you to incorporate into your script and talk tracks.
You won the customer, now what?
Perform recurring QBRs to continue to build your relationship, show the value you bring, identify upsell opportunities, and retain your customers over time.