Browse Tag

quoting

Avoid Getting Your Quote Shopped

SQC smallProblem:  Lisa was angry.  It had happened too many times.  She recalled the old movie, “Network,” where the veteran news anchor said, “I’m mad as hell and I won’t take it anymore!”

After submitting yet another proposal, she determined that she was just one of several vendors who were being used to satisfy the prospect’s need to obtain competitive bids.  They had already selected a vendor (often the incumbent), and Lisa’s numbers were just needed for comparison and leverage for a better deal with their current supplier. read more

It’s Always About Timing

Problem:  Cal was a machine tool sales engineer.  One day in sales training class he lamented about his inability to get a prospect to make a decision on the proposal he had given for their new parts project.  He had provided some relatively attractive incentives to encourage his prospect to accept the proposal now, but couldn’t get the prospect to move.  I told him, “Go back and dig a little deeper as to when they would need the new machines for this new parts project.”  Upon further questioning, it came out that yes; it was true that they needed new machines to manufacture the parts.  However, the order from their customer had not been finalized yet and even if they did get the order today the first production run would not be due for five months! read more