The first and most important thing to understand is that the quotation is not just the contract and sale document - but an integral part of the sale process
Quotation = sales process
The initial rules:
- Date of call
- Timing of sending and calling
Quotation components:
- Opening - a few words each about the relationship with the customer and what is important to know at the moment
- Main goal - write in the words of the customer what he wants and expects to receive from the process
- Dismantling sub-goals - so that the customer can understand in his own words what the processes consist of
- Stage + Benefit - Command by stages and by the importance of each stage
- Price - including the relevant conditions and times
- Personal closure - a few words to sum things up and give the feeling of personality
The bid stage for the quote:
- Status clarification - relevant or not? What is the status of the customer / business at the moment ..
- Go through the sections - talk about money only at the end
- Let the customer talk - The most important thing is to listen to what the customer has to say
- Key question - what will help the customer make the decision
- Conversation Surprises - Leave yourself options that can help and speed up the closing process and give the necessary final value.
In conclusion, we believe that the most important thing to understand in a quote - that it is not just a document with a price sent to the customer that it compares with other prices - it is important to understand and explain to the customer that the most important is understanding the differences - Variety - and especially the understanding that this is a process and not a specific point in time like selling a product without warranty.
It is important for the customer to understand that you too see him as more than a customer - but as your partner for success in every sense of the word.
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