Quotes Don’t Sell, You Do!

I was working with an organization that does an incredible job of turning around quotes quickly. Sometimes in less than 5 minutes.

That’s impressive. But when you add up the total amount of time invested in creating quotes, it can easily add up to 15 to 20 hours per sales person per week.

But their closure rates are averaging only 10 percent. Something is wrong here.

Your Challenge: Create a plan of action

Instead of preparing an endless array of price quotes, perhaps a rep should determine if producing the quote is even warranted in the first place.

When a customer or prospect requests a quote, this is your chance to dig deep and discover what your customer “really” needs.

By going beyond simple pricing and availability, you can address factors that will ultimately motivate your customers to buy.

That’s the way to close more opportunities!

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).