If you do the same things in the same way you will get the same results. It is only by doing things differently that you can expect to get different results. Doing things differently means "Change" and human beings are generally not very fond of change. This week we are going to consider the importance of change in your life. We have to make a serious decision to change the way in which we do things if we expect to improve our results.

So we have decided to make a change but nothing happens until you take some action. We spend much of our life procrastinating about things that we should be doing and now is the time to take some action. Remember the 30 second principle. Just do it now for 30 seconds and see how far you get.

Selling is a numbers game. We all know that. And while the purists will say that it is the quality of the sale that makes the difference all things being equal selling is a numbers game. This session focuses on the game. We will use numbers to understand how we can make a huge difference to our results without working much harder.

Customers will rarely buy from you if they don't know the price so we have to have an effective method of getting the price to the customer. A quotation is the usual way this happens but there are some fundamental flaws with the standard quotation. A simple proposal is a much better way of communicating the price to the customer

If we are going to begin using the proposal format rather than the standard quotation we have to put it together professionally. In this session we will explore the 5 main sections of a proposal and expand on each section to compile them professionally.

Writing the proposal is only half the battle we also have to find the most effective way of getting the proposal to the customer. Many studies have shown that people will remember your proposal far longer if you personally present it to the customer rather than simply e-mailing to the customer. In this session we will look at how to present your proposal.

The skill to present in public is one of your key skills as a sales person. All good presenters, however, were bad presenters first and with the application of a few critical skills and lots of practice will greatly improve your ability to present in public.

Over the last few sessions we have explored a little bit about what motivates us to perform better and then how to prepare and deliver great proposals. Knowing the numbers game as you do you should be working on edging up the numbers to produce much better results.