You will produce a full plan for taking one live opportunity from presentation to a decision.
Most deals are not lost at one dramatic moment. They drift. The presentation was a little generic, the proposal went by email, an objection was answered too quickly, nobody asked for the decision, and the follow-up was a chase. Each step was nearly right, and together they added up to a maybe that turned into silence.
This project pulls the whole course together into one plan for one opportunity. You will write it, review it with a peer, and then run the presentation. It is the course's final project in planning form: by the end you will have taken a real deal, or a realistic practice one, from discovery notes to a decision.
Choose one opportunity where discovery is done and the buyer has confirmed your summary. A real deal is best. If you do not have one, use a practice buyer, such as a friend who runs a small business, briefed with a realistic problem and impact figure.
Your deal plan has four parts, each built from a module of this course.
The presentation outline, built from the discovery summary, with the problem and solution map A one-page proposal with two or three options and a recommendation The objections you expect and your playbook responses to each Your trial closes, your decision question and your follow-up sequence
Allow about ninety minutes to write the plan, plus the time for the peer review and the meeting itself.
Start with the presentation outline from lesson 1.4, Turn discovery notes into a presentation outline. If you already wrote one for this buyer, update it. It should open with the situation playback and a check question, give one section per confirmed problem with matched proof, and end with how working together would start. Attach the problem and solution map.
Next, the one-page proposal from lesson 2.4, Write a one-page proposal. Reuse the playback as the opening. Lay out two or three options that all solve the core problem, mark your recommendation and the reason, and end with the next step and any real date. Write the two sentences you will say before the price, using the buyer's own impact figure, as in lesson 3.1, Make the value clear before you say the price. Note your limits and trades from lesson 3.3.
Hafiz's plan for Rachel's firm used the outline he built in module 1, the three-option proposal, and a price run-up that recalled Rachel's figure of about S$13,800 a year.
List the objections you expect from this buyer. Use your discovery notes and your objection log. For each one, copy the relevant response from your playbook in lesson 5.6, Build your objection playbook, and adapt it to this buyer's situation. Mark any objection you will raise yourself in the presentation, as in lesson 4.3, Raise the objections you know are coming.
Then write your trial closes, at least one for each part of the presentation, from lesson 6.1. Write your decision question in plain words, from lesson 6.2. And draft a follow-up sequence of up to three messages, each adding something and tied to the buyer's decision date, from lesson 7.3, Follow up after a proposal by adding something. Include the closing message.
Hafiz's expected objections were training, the budget set before the night shift, and finance wanting to compare vendors. He planned to raise training himself, and wrote the someone-else response for finance. His decision question was: "Shall we go ahead with option two, starting with the overtime module before the night shift?"
Give the plan to a peer: a colleague, a manager or someone else who sells. Ask them to read it as if they were the buyer and to answer three questions. Does every part of the presentation trace back to something the buyer said? Is there an objection you have not prepared for? Is the decision question clear?
Revise the plan from their answers. Then run the presentation with the buyer. If they agree, record the meeting. Where recording is not possible, write notes straight afterwards. Mark the objections that came up and where you used trial closes.
Whatever happens, whether a yes, a no or a not yet, follow the plan for the next step: the agreement, the closing note from lesson 7.1 and 7.2, or the follow-up sequence.
A finished deal plan fits in a few pages and holds all four parts: an outline and map built only from discovery, a one-page proposal with options and a recommendation, expected objections with your responses, and your trial closes, decision question and follow-up messages. It carries your peer's comments and the changes you made in response. You have run the presentation, and you have a recording or notes with the objections and closes marked.
These are also the materials for the course's final project, where you review the whole deal from start to finish, whatever the outcome.
Choose your opportunity, open the discovery summary, and start the activity below.
Write the deal plan for one real or practice opportunity, review it with a peer, and run the presentation.
Junxiong-WFG Organisation is an authorised representative of AIA Financial Advisers Private Limited (Reg. No. 201715016G).