how do you handle prospects that take your quote and use it to price shop the competition? quotes can take two hours to complete and it is frustrating!
re: giving a quote
Posted 2:18 AM on 09/30/11
- Reply to this post
I think this is just a "tip of the iceberg" concern. There is a larger concern under what you are seeing as the problem. Maybe it's not the quote that is the problem. Have you really found out why they are shopping for the product and why they came to you? Have you really listened to their needs? Look at it from their perspective, why would they not want to buy from you but still use your price quote? Become the other guy that they are actually buying from. What is he doing different? It's like the quote by Gitomer at the top of the screen "People don't like to be sold, but they love to buy!" Perhaps people feel you are trying to sell them something rather than feeling like they are buying something. Ask them whether it is the right product for them and their needs? Dig deeper for concerns. Show them that you can make anything reasonable happen and so you just want to make sure they are going to be happy. Verbally outline the buying process to make them comfortable, then visualize with them to when they physical have the product in possession. What purpose will it serve? What need will it fulfill? What value will it have for them to own it? Is it's functionality worth the price? Why? Why Not? Become someone that will battle for them on more than just price. Show them you want to give them more than what they pay for. Make customers see that this is a product you sell constantly and that their decision makes no difference to you, your only focus is whether they are going to be happy in the long run. Usually you will find that it is not all about lowest price. Maybe they want you to personally be on the end of the phone if they have a question or a problem with it down the road. Build a relationship, find out who they are, sell yourself as being the best product and what they purchase comes with you! I wish you the best, sales is a way of life, live it!