Fighting your quotation through!

Fighting your quotation through!

It is quite frustrating when you know that your client is requesting for quotations from several other firms for the same product and you could lose the business because of the price, since the client wants it regardless of who would provide the service.

When you are stuck in bidding war it is important that you not talk about the price but also focus on the actual service and value he would be receiving, you could also ask him to show you the quotes he received and explain how it would benefit him from buying our services and the value we provide. Always insist on getting the quotation from the customer and then you could get the competitor quote reviewed and get an approval for closure.

It works because when you are investing time to help the customer and create rapport you will be personalizing the service/product as per his needs help him choose what is best for him and you would also be able to talk about loyalty, customer experience, quality, ease of doing business and reliability. Once you are able to explain how it benefits the client it will be easy for you to close.

You could also view my other article "Disqualify the lead".

Happy Selling!

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Presales - Essentials

Pre sales - Essentials 

After my years of sales experience it is evident that most qualified sales people should join presales, it is the final presentation stage in the revenue generation cycle, It the face of your company like a curriculum vitae, There should be a certain amount of nimbleness when it comes to presales. Before you submit your proposal you need to evaluate if you can deliver this product or service, and can you win this service and is it going to be profitable if you deliver this services.

You would need to work on story boarding the clients profile by proving that there is a synergies between both the vision statements, It is important for you to self-evaluate if you have any thought leadership team which can advise on the functionalities, your awards which you received, publishing your quality certifications plays a vital role in winning the bid. Perform a SWOT analysis which will help you identify where your current position is, It is important that there should be a show stopper, like if you cannot deliver on time there would be stringent penalties, implementation schedule that you would guarantee which cannot be met. Additional throw in’s also play a vital role in winning a bid.

You would also need to show case your references from the similar projects which have been executed, any testimonials which you have won, biographies of key people who play a significant role in the execution of your project, and finally it comes to presenting the document.

It has to be creative and very eye catchy, it should be clear about the pricing, place your expertise, quality, culture fit and your charging mechanism.
You could also look at my articles "is sales science or and art"? .

Happy Selling!

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