Counting Down The 10 Biggest Credibility Mistakes - #10

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Counting Down The 10 Biggest Credibility Mistakes - #10

Encourager-In-Chief: September 26th, 2018

#10 Promising to finish a quote and missing the salesperson’s deadline.

In this day and age, it’s virtually impossible to convince a new customer that’s already working with one of your competitors to start doing business with you. Salespeople frequently find themselves in a position of waiting for an estimator to prepare a final quote so the salesperson can show it to a prospect.

Sadly, sometimes estimators don’t realize a proper sense of urgency and keep the salesperson waiting longer than the prospect is willing to wait in order to make a decision.

If you are an estimator, listen up. Unless you do sales as well, you have no idea how competitive business is or how difficult it can be for a salesperson to get in to see a prospect in order to get a chance to quote a job. It is inexcusable to hold up a salesperson’s potential sale because you don’t make every legitimate quote a priority. If you find yourself falling behind on your turnaround time on estimates, you’ll need to get an additional estimator—at least temporarily.

There’s nothing more discouraging to a salesperson who’s waiting for somebody else to complete or sign off on an estimate and then listening to the prospects say that he or she already signed with somebody else who provided a more timely quote.

As I teach in my Sales Academy, always start with the closest thing to money. If you’re an estimator, make sure you know which of your estimates are due first and which need to be given top priority. That’s what the closest thing to money is for you.

Failure is not an option.
- Ed Harris, from the motion picture Apollo 13

This excerpt is taken from my Focus, Follow Up, and Follow Through seminar.

Communication Excellence V: Focus, Follow Up, and Follow Through


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