Do you know what the difference is between closing 70-90% of your deals (with time off for golf on Fridays) and working your arse off to close 10-20% of your deals?
A few days ago, I got the following question:
Hey Shamus, we have this never ending debate on ‘what should be the quoting price’ to a new customer. I understand this is one of the trickiest situations which all sales people face. What are your experiences on this?
Thanks for asking Dave.
First of all this is only tricky for some sales people.
Whether or not it is tricky for you depends on how you approach your prospects.
Do you believe that you are there to “serve” the prospect?
Do you believe that you must give your prospects what they ask for, when they ask for it, with nothing quid pro quo in return?
My questions may seem a bit exaggerated, but in fact they are not.
Many, many sales people believe that when a prospect asks for a quote, that they must give it to them. They think it means that they got a hot lead, and that they gotta start giving them stuff quick to keep them happy.
This is the attitude of a servant. Servants “serve” their prospects.
Prospects and customers know this too. They expect it. We all do. We learn this beginning with our earliest buying experiences watching our parents buy stuff in stores as kids.
Guessing what to quote is not being in control of your deals.
Giving your price quote should be done towards the end of the sale as a confirming step towards closing the deal. There should be no guessing.
Every step in the sales process is a small but important negotiation. You are giving out value. You should be getting something back in return every time you give something to your prospects.
This is a different way of looking at selling. It’s one of being an equal and a partner with your prospect.
When you are in control of the sale, you are in control of your time. You decide who to sell to, and who not to sell to. You can quickly determine whether a deal is closable or not so you are always selling to prospects that you have a high likelihood of closing.
Control is the difference.
To learn more about discovering how much budget your prospect has to spend, how to hold off quoting till the end, and how to close 70-90% of your sales (with time off for golf!), go get your copy of the Persuasive Selling Skills Audio Program NOW.
Sell with Pride,
Shameless Shamus Brown