Winning & Retaining Clients

1. Winning & Retaining Clients Proposal Objections March 2013 Frank Choy

2. Winning & Retaining Clients Proposal Objections March 2013 Frank Choy

3. Session Overview – Compelling Value • What is your Compelling Value! • Address your prospect’s situation • Objections

4. Learning Objectives • Understanding the Client’s Business • Seeing Key Opportunities • Creating compelling value • Types of Objections • Agenda Setting

5. Revision • Mindset • Aspirations & Ailments • Value Proposition

6. Mindset My Mindset +Preparation + Method = Success

7. My Mindset • Successful career to date as a CFO • Experienced working with Directors & Managers • Constantly learning to see opportunities • Constantly creating solutions • Self belief • Patience • Persistence & Resilience

8. My Mindset - Strategy • Importance of great first meeting to uncover opportunities • Strike whilst the iron is hot – second meeting! • Three key value propositions • Quantify Value from implementing change

10. Prospect Meeting Framework Final Value Gap

11. Key Drivers in Business

13. Key Numbers & Opportunities Sales – How can we improve volume & price Costs – How can we reduce & control Cash – How can we improve Every client has opportunities

14. Rapport - Connection Active listening – Body language, reflecting Tell stories – case studies Show relevance Every client is different

15. Presenting the Report Discovering the Future Fixing the present Sit next to the owner around a table Run through the report Keep it simple! A series of Yes’s! Show interest!!! Show passion about what you do

16. Objections Focus on Value of Problem solving & OPPORTUNITIES

17. Objections • No Money • No Money - Too expensive • No Need - Don’t want to change • No Need - Have a friend, accountant…. • Urgency - Not ready • Urgency - Too busy • No Trust - Need partner to agree

18. Handling Objections • Listen fully • Understand - reflect • Respond carefully • Confirm whether re-stated proposal works • Continue gaining yes’s

19. Listening • Don’t Interrupt • Don’t anticipate • Don’t become defensive • Take a Deep Breath • Continue

20. Understand Understand the Issue • Ask questions • Restate or Clarify the Objection • Make sure you get it right • Uncover the Real Objection

21. Understand “What else is standing in the way of us doing work together?” Understand the real objection

22. Respond • Reduce minimise risk • Answer immediately • Propose resolution process, e.g. spend time on site - complementary

23. Confirm Ask whether your proposed solution will satisfy the objection • Do not be discouraged by no • Use of guarantees

24. Continue Continue gaining commitment • Series of yes’s • Clarify need • Clarify impact of your work • Agree on first step

25. Impact!!! What if? What won’t happen if – QUANTIFY ? – Urgency, need, cost Identify the tangible impacts of working with you

26. When Prospects Go Silent • Follow up • Email with quantified value proposition • Follow up telephone call • Work on site to review the business • Present value again

27. New Reality Change your clients world Paint the picture of the new world Show your value proposition

28. Fluency with Prospects & Clients

29. Takeaways • Be prepared! • Connection & Communication • Walk a Mile in My Shoes • Show value • Ideas • Mastery & Fluency

30. Winning & Retaining Clients Q&A Frank Choy