Now, if you are paid by commission this isn’t good as it means that you only have 3 and a half days to be selling (150 minutes x 5 days = 12 and a half hours per week lost) since the rest of your time will be spent creating quotes. 15 minutes and we send 10 a day, this means that, without distractions or pauses, it will take 150 minutes (2 and a half hours) to create 10 quotes. Quotes are unproductive: If we take into account that the average time to produce, save and send a quote is approx.Imagine investing more than 50% of your time transcribing customers’ information, products or services to be quoted, prices, descriptions, clauses, payment terms, etc…Repeat this 10, 15, 20 or more times per day. Quotes are tedious: If there is something we as human beings hate more than anything it’s a routine with boring and repetitive tasks.Here I share some of the main reasons why sellers apply their filters and decide what quotes they should send out: Why does the seller apply his sixth sense and filter? If our sixth sense tells us that the chances of making a sale are low and we have a high demand for quotations (we don’t have time), then the filter will show us what clients are worth us investing our time with (send the quote). In a seller’s mind there is only one objective, to make the sale. This natural filter becomes something mechanical and therefore they cannot identify the true cause “the client”. What’s interesting but also risky about this is that the seller doesn’t know that he has developed this sixth sense. This technique isn’t foolproof, but it’s a very practical natural filter that sellers acquire over time and through experience this is something that cannot be taught but rather is acquired. So, without further information, the client requests a quote and waits for the seller to take it seriously and provide a quote as if by magic.īased on this, sellers who have been working in the same business for a long time develop this sixth sense, which helps them distinguish and identify potential sales by simply talking on the phone. When we contact a business to get a quote, basically the only thing we say is “Send me a quote for this it’s URGENT this is my e-mail address”. This behavior and dislike is not just the seller’s fault, we as customers feed this hate and are responsible for it. Giving rates (not quotes) by text message, phone or through email.The exchange of emails and calls before receiving the quote.These are some examples that demonstrate the dislike of producing quotes: That’s right, I said the client is the cause, keep reading and you’ll see why. There’s no open talk about this dislike, but if you’re observant, as a client you can read between the lines and know if you’re a victim or rather the cause of this hate. This time I will talk about a secret that isn’t expressed, nor is it talked about and in many cases probably isn’t even identified but it’s very real. Last month we talked about the infamous sales Sharks and how these types of sellers use tricks to deceive us as “customers”, we being the victims.
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