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[Music] hi my name is Toby keeping Im the sales manager here at swept and in this two-part video were gonna show you how to win 80% of your proposals the reason we know youre gonna close 80% of your proposals is because we used to be a janitorial company and this is the process and the system that we used to do just that so lets start off with this particular part of the session is just going to be more the educational component we will get into using the product that we used to go and win those contracts and the second half of the video so first and foremost is that I need you to understand that janitorial is an easy business to get into least thats you know that is the common understanding but that presents a whole lot of challenges as it relates to selling because if its easy to get into it makes it a commodity based environment and that from a customer perspective your clients have a very hard time distinguishing one vendor from another and who could execute on the cleaning