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!