Susan called and wanted to know how to get out of the quoting game. The conversation went as follows;
Susan: Al, when I am cold calling and find a business opportunity how do I get out of the quoting game and still win my market share of the business?
Al: Susan, if you needed a product or a service and you had a good friend who was a sales person who sold that product or service would you go to them to make the purchase?
Al: Would you go out and get a quote from someone else?
Susan: Because I have a relationship with them, I respect them and trust that they would do the right thing by me.
Al: Good. So how do you know they would do right by you?
Susan: Well that did happen to me. I wanted to buy a hot tub and my friend asked me a lot of questions.
Al: What kind of questions?
Susan: John wanted to come out to the house to see where I wanted to put the hot tub.
Was I going to use it twelve months out of the year or just in the summer?
How many people would use it at any one time?
What kind of a budget did I have in mind?
When did I want to have it in use?
And a lot more questions.
Al: So how did you feel about the questions, what was your attitude?
Susan: It was fine. I got the feeling he was interested in me and was trying to make sure I bought the right tub.
Al: How would you feel if John just sent you a picture of the hot tub and a price?
Susan: I would probably look around and talk with other people.
Al: Really, why, I thought John was a friend?
Susan: Well, if he just sent something out in the mail I would think he wasn’t that interested.
Al: So Susan, since you had that experience what do you think would be important when dealing with a prospect that needed your product?
Susan: Really learn a lot about what they wanted to accomplish. Let them know I was interested in them and they were important to me.
Al: So if you wanted to get out of the quoting game what sales tips would you give someone?
Susan: The sales tips I would give them would be;
Don’t be so quick to just give a price.
Go see them.
Let them know you are interested in them.
Let them know you really need to understand what they
want to really help them.
Make suggestions and not just sell.
Make their agenda your agenda.
Al: Susan that’s great, you are on your way. Would you like to set up another coaching session to take this session to the next level?
Susan: Sure, let’s do it.
What did you learn from my interaction with Susan? Feel free to add your comments below.