Taking Power and Control During the Sales Process

Knowing the best time to submit a sales quote

The best time to “close on a quote” is before you send it, not afterwards.

You expend a lot of time, effort, and energy when creating a sales quote. And there’s a great degree of satisfaction when it’s completed– you want it off your desk.

Creating a dialogue with your customer

Stop what you are doing. Before you send the sales quote, pick up the phone and call your customer. Tell your customer you have some new concepts that you want to discuss.

  • “I have a few ideas that I want to run by you.”
  • “Here’s what we came up with…”
  • “What do you think?”
  • “How’s that sound?”

As a result, when your customer responds with the right “buying signals,” there is a good opportunity to obtain a commitment to the deal, and move forward.

However, if the customer response is not what you are looking for, there is still ample time to negotiate the right outcome.

Retaining control of the sales process

Find out where you missed the mark. Then re-target your efforts to give them what they want while getting what you want.

It’s important to know, before your customer receives the sales quote, the power and control are still in your hands, not afterwards.

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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).