Here’s why you must pick up the phone

Sending quotes by email

How many times does a prospect (or customer) email you for a quote? You want to be diligent and responsive, so you “shoot back” the quote to your customer. It’s one less thing off your plate – on to the next opportunity. Good for being so efficient.

But hold on! Efficiency can create stalls and drive down your close ratio. That’s why you need to know how to slow down in order to speed up the sales process. Otherwise, as soon as you press the send button, you’ve lost control. They got the information they need.

Customers shop on price

At this stage, they are probably shopping on price. Heck, even shopping you around. Being the great salesperson you are, you make numerous attempts to follow up on the quote but they’ve gone “radio silent” on you.

That’s why you can’t let the email do the selling for you. Next time someone emails you a request for a quote, pick up the phone or get a call scheduled so you can ask these killer questions:

  • Tell me what’s going on?
  • What’s prompting the interest?
  • This is what I hope to accomplish.

Live sales conversations

The information you’ll get in a live conversation will give you the ammunition you need before you put together a quote. Bottom line is this: not only will you close more quotes, but you’ll manage your time more wisely on what opportunities to chase after.

Go now and pick up the phone.

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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).