Chasing Sales Quotes
Chasing sales quotes…how much times does that waste? But you have to do it because it’s the last thing you need to do before you get the order.
You’ve done all the hard work, you just need to clear the paper work and get the signature.
I hate it. I hate it when a sales person tells me they’ve sent the quote and will chase tomorrow, I hate it because at that point I know and the sales person knows that the buyer might just go AWOL. It happens.
Now, ideally, you’d have closed on the day, got the order form signed, shaken hands and just scanned a copy to the buyer for their files. That’s how it should be done.
But, sometimes that’s just not possible.
So the buyer has a chance to disappear!
All you hard work hanging there…
It’s Not Always Bad News…
No, of course not, some buyers do really get abducted by aliens, find a new religion, win the lottery and some even (I know this is tough to hear) will go with another provider…
But the truth is the disappearing buyer is such a pain because it’s cost so much to get the buyer to that stage.
You see, the buyer is bailing at the wrong end of the sales funnel.
The skill – to save time, sanity, money is to get the buyer to bail early on.
The earlier the better.
That way, you’ll know, that by the time you have the buyer at the chasing sales quotes stage, that you are actually both on the same page.
How to Avoid Having to Chase Sales Quotes
It’s simple…make the prospect so committed to buying from you that chasing the quote is never an issue.
See…but you knew that all along…
So how about this, and listen up because this is a key area where sales people create their own living hell.
And, it could be so easily avoided.
Some sales people, not you obviously, take sales prospects through the whole sales process, investing heaps of time, money and wisdom, when the prospect REALLY should have been rejected at the beginning of the sales process.
Yep, some sales people don’t ask the tough questions at the beginning of the sales process. The tough but fair questions that would define the QUALITY of the sales prospect.
And you know what?
A serious buyer is expecting you to ask those questions!
Sales people who don’t BANT, or they BANT weakly, which means just checking the prospect has a pulse! (for more details on BANT hit this link – More About BANT).
And, when sales people that do BANT, find a less than perfect prospect, they will often put up with less than perfect answers because they fear what will happen if they get stringent with the sales criteria they use….oh no, an empty sales pipeline!!!
Some sales people see that as bad news (I don’t, I just see it as free resource to invest in worthy prospects) but I know sales people who think ‘Nightmare’.
Look at it this way, what would happen if a sales person ended up rejecting a chunk of their sales prospects because they weren’t worthy of time/effort investment?
I will leave that to your conscience.
In a nutshell…if your prospect is going AWOL after you’ve done the hard work, then the buyer was never really a buyer.
You made a bad prospect call and you’ve wasted your time.
Oh, and your sales pipeline is falling apart around your ears (sound familiar?)
Sales Winner Don’t Waste Time Chasing Sales Quotes
Sales Winners close hard on the day and then leave it.
Why would you want to sales stalk a prospect who had no interest in engaging with you?
Sales Winners read the signs and move on.
But you can only do that if you’ve closed hard all along the sales process.
A sales close doesn’t happen at the end of the sales process.
Closing a sale happens all through the sales process – from the first interaction and in every interaction.
You can only do a hard close if you’ve made one unshakable decision. You’ve decided and committed to qualify at every stage of the sales process.
Chasing Sales Quotes and Winning
This process of continual qualification relies on you knowing the following very early on in the sales process
- That your buyer is the sign off guy and not the influencer/referrer
- Where your buyer has budget that is available, or needs to be signed off by another
- That the buyer has a need that is associated with a painful problem
- Where they need to sort a solution
- That they have an ideal time frame for solving the problem, and satisfying the need
- When they have shared the decision making process with you
- So that you understand the stakeholders involved, their agendas, the potential competitors, and any external factors that could disrupt the buying process
- Where you understand the criteria your solution will be judged against…and buy whom
- That you understand what event could disrupt the buying/decision making process
Here’s a sobering thought…if your buyer is not prepared to share this information with you, then you’ve got yourself a tyre kicker. You deserve everything you get if you pursue the sale…
If you haven’t got the bottle to ask the tough questions…again, you will suffer the consequences of that course of action, so see above
Disappearing Buyers Go AWOL For a Reason
Don’t let the reason your buyer goes AWOL when you’re chasing the quote be because they used your proposal to batter down the quote from their incumbent. Or they used you to yank their current supplier back into line, just wanted to pick your brain. Or maybe the buyer wanted to pass your quote to a competitor. Maybe even worse, just thought it might be interesting for you to pull together all the info they needed to inform the board regarding what solutions are out there…
If you’re investing in the buyer and the buyer process, make sure it’s not all one sided and you’ll never need to chase a sales quote ever again.
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