Why Not Doing "Quotes" Wins You MORE business...
When you give a sales QUOTE, you are inviting them to "shop around" and use your figures against YOU!
A vastly better approach is to have a winning mindset, and assume that they are not going to go elsewhere, because you ARE delivering the best package
The person who does not commit controls the dealing process.
So present a 'Proposal', 'Action Plan' or 'Work Schedule' full of benefits (to them), reinforcing throughout why you are the best solution for them and never metion the words price quote or estimate.
The person who does not commit controls the dealing process.
So present a 'Proposal', 'Action Plan' or 'Work Schedule' full of benefits (to them), reinforcing throughout why you are the best solution for them and never metion the words price quote or estimate.
This does NOT mean you should be thick and think that just because you believe you'll get the business, you will.
What I'm saying here is that you need to get out of the giving a price or quote mentality and do everything you can to build a case around WHY the prospect should deal with you.
And that means knowing as much as possible about what they want out of the transaction through overt qualification and a consultative approach.
The more you probe to find out what THEY want, the more they'll be psychologically involved in helping you get the solution and you can demonstrate your understanding through a long-comprehensive demonstration of your products or services
The secret to success in selling is obligation, this you can create with in-depth qualifaction and a long comprehensive presentation (deliver this off the back of asking questions).
What I'm saying here is that you need to get out of the giving a price or quote mentality and do everything you can to build a case around WHY the prospect should deal with you.
And that means knowing as much as possible about what they want out of the transaction through overt qualification and a consultative approach.
The more you probe to find out what THEY want, the more they'll be psychologically involved in helping you get the solution and you can demonstrate your understanding through a long-comprehensive demonstration of your products or services
The secret to success in selling is obligation, this you can create with in-depth qualifaction and a long comprehensive presentation (deliver this off the back of asking questions).
Importantly too, when you submit your proposal, you should put your price UP FRONT so that the prospect doesn't spend the rest of the document wondering "what's all this going to cost me?".
Rather, they'll see it spelt out proudly up front, which means the rest of your plan can build more and more VALUE into that price.
Then simply ask the prospect 'do you like it'? 'Is the price affordable to you'? and 'Shall we get the paperwork out of the way'?
You can the set your goals and go get them
Good luck with your journey...ENJOY
Rather, they'll see it spelt out proudly up front, which means the rest of your plan can build more and more VALUE into that price.
Then simply ask the prospect 'do you like it'? 'Is the price affordable to you'? and 'Shall we get the paperwork out of the way'?
You can the set your goals and go get them
Good luck with your journey...ENJOY
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