Individually must be
Buyers hate nothing more than to receive unadulterated standard offers, which one notes on a mile against the wind, that they are not individually created and adapted to their needs.
Nevertheless, many sellers always send out exactly such pamphlets. This is fatal and wrong! Because this type of offers leaves the buyer no choice but to rush to the price and push it.
The offer as a written sales discussion
Most sellers submit quotes to clerks. They do not know the people involved Company still the contact persons, often receive no background information and can only proceed according to Scheme F.
The wishes of the customers are almost never to the person who creates the offer. This is the place where immense potential is lost to create an offer that has high chances to be accepted.
The standard does not interest
Because: standard options do not interest anyone. With this, companies that allow this will throw away money! Information such as "what is important to the customer, what solution is he looking for", thus fall through the communicative rust and are lost forever. Thus, companies unknowingly lose high sales. What a waste!
An offer is a written sales talk. Therefore, a target-oriented offer can only be created directly by the seller, since he has conducted the discussions with the customer and knows the wishes and needs. The seller should also always be the first point of contact for the purchasing departments and without exception take care of the follow-up of the offers.
Follow up, follow up, follow up
The best individualized offer is of no use if sellers send it and then remain inactive. Very many orders do not come about, because a professional and strategic follow-up of the offers is not.
Many sellers are extremely unsure at this stage which steps to take and when to do. "Do I even catch up?" "If so, when?" Many then say, "Yes, but the customer has never reported back." Logically, the customer or future customer has piles of offers on his desk. Anyone who does not remember his offer in a subtle but concise manner has already lost.
The art of correct comprehension
Customers want to feel coveted, feel that they are staying with them. Wise sellers already announce in the offer, on which day they will announce themselves again and do that also on exactly that date. Killer statements like "Has my offer also arrived and is something already decided?" Should be avoided.
Who asks so, gets the lapidary answer that nothing is decided, and the conversation is already over. The right question is: "Does my offer meet your expectations?". Then the other person has to make a clear statement and say, yes, it fits or tells what the company still wants. In the former case, the seller can immediately hook and ask if he can confirm the order. In the second case he receives the opportunity to improve and complete.
Here, the circle closes for the careful provision of services. Most buyers are so glad to receive a well-founded, personalized offer that meets their needs, that you can then accept without a long time torch and award the contract.
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