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!
