I almost went crazy when I heard this…. WHEN I SEND A QUOTE OUT… How to Sell Not Using Quotes I was in a Sales Coaching session with a team of clients last week. We were talking how to sell B2B using proposals. They used the word ‘quote…’ I almost fell off my chair.. Here…
I’ve done both a short Sales Training Video version and a written version for You this Week.. I’ve been tossing and turning over a series of sales training / sales coaching events that happened last week (and things I am planning for this week) It’s been like the Salvador Dali -Alfred Hitchcock ‘Spellbound’…
In a sales training session this week an ephiphany occurred…
I was with a group of Retail Sales people and one of the team was a new guy..
He had worked with the company several years ago and had recently rejoined.
He had been in the installation side of the business but now he had joined the sales team.
So he knew a bit about the product… but not so much about sales.
As I was working through the material on the sales process, building rapport, standing out from the competition, selling on value, dealing with objections etc, first of all his body language was that of someone who didn’t agree with me… and secondly, he kept bringing up lines like:
‘But we always get beaten on price…’
‘Everyone always wants the cheapest price…’
‘If we’re not the cheapest…. we’re going to get beaten…’
He must have referred to ‘price’, ‘being the cheapest’ at least 4 times in the first hour or so..
So what was going on here?
What impact was that thinking having on his sales?