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.