Here's some Food for thought prior to preparing a "Quote".

How about asking who they are currently using and what they like best about that Company and/or their Service and/or the Pricing.

Then follow that up by asking what are the 1 or 2 things they might want to change with their current Supplier.

Of course, you would always want to know who the decision maker(s) are and when they anticipate making that decision.

Finally, ask what would be most important to them other than simply going with the "cheapest". :)

Please appreciate many Prospects use the "Price Objection" in order to control the Salesperson when in reality, price can become somewhat insignificant if they can't receive the Service they deserve or were promised.

Sell your Reputation, your satisfied Customers, your Service, any extras you might provide and most importantly . . . the one thing they can't get from any Competitor . . . which is YOU. -Stan Billue

When I was working in advertising and door to door sales we did indeed have pre written contracts where only a signature was necessary. I currently working for a small company as the sole salesman and it is my responsibility to source, negotiate and close large international construction contracts typically between £20k - £200k where we are required to achieve design approval inline with the tender specification. With sales cycles lasting between 1 to 24 months obviously a little more is required. I simply used ‘sign here’ as an analogy. What I would be looking for is my prospects commitment to the sale.

I have never received a quotation request that has detailed all of my clients needs! Touching on this point further… if I have a quotation request for say; bridge formwork, obviously my client has identified a solution, but I have no idea of his needs (the needs being the variables and factors that will determine who will be awarded the contract)

With regards to the ‘assumptive’ closing technique, I find this to yield the best results.

(Please note that the client has agreed that I am within budget AND I have identified and matched their needs to my solution AND that I have a complete understanding of his requirments)

So you INITIALLY call them, and but don't use the opportunity to turn it into a sales call.

Since they are not a customer of yours, find out IF there is something they WISH there current supplier was doing for them that they are not doing for them now? How long have they been using them? If they had a need for more apparel HOW would they go about choosing a supplier, if they were to consider someone other than the current vendor?

FIND out what besides price will be important in the decision.

Turn a quote possibility into a sales opportunity.

Blind quotes rarely close hs been my experience, but you may be helping his current vendor keep the business or the customer negotiate a better price with them. -Paulette Halpern

Great advice everyone, I was thinking in reverse possibly. I was hoping that I could use the price to hook them to create the interest in conversations.

The only problem is that many of the companies I call are all over the US, and we are in the Northeast. To actually go to every locaiton is not possible due to costs. However, I will do this for all the companies in the Northeast.

Any advice on how I would take care of the others? We will go anywhere to meet with them, as long as there is some true interest or that it will not be a waste of time. -Jakobi

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I often will quote potential leads regarding their company uniforms. I will call them and get the initial apparel they use and send them a quote since we are competitve in prices.

Now when I follow up whats the best way to go foward. I called someone back today to discuss the quote and asked how competitve the prices were and they responded...not that competitve. Now I could go into the price objection response, but didnt know if I should be focusing on something else.

I guess I am giving them a easy way to object if they dont want deal with me or just want to end the conversation.

Is there a better way I should be doing this? -Jakobi

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