Preparing Successful Sales Quotes


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Preparing Successful Sales Quotes: Experts Weigh In

It can take a lot of work to get a lead to the quoting stage. Don’t throw away all the effort you have put in managing your sales pipeline by preparing a sub-par sales quote. Providing a successful sales quote can often determine if you win or lose a deal.

To help you sort through it all, we’ve reached out to a panel of sales and small business experts and asked them all a single question: “What are the keys to preparing successful sales quotes? ”

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Preparing Successful Sales Quotes

  2. 2. My secret to a successful proposal is to never send it to someone over Julie Steelman email. Make sure your salespeople schedule a time to discuss it with a Julie Steelman’s former clients read like a Who’s Who of big-name corporate giants with Apple, Microsoft, Toyota, CBS, Sony Studios and Universal Pictures in her rolodex. She generated more than $100+ million in sales during her 30-year sales career. Julie is the author of The Effortless Yes! and is known as The Sales, Success & Bankability Mentor. 2 customer and send it AFTER they are on the phone with them. That way they get to explain live why the pricing is what it is. If the customer balks at the quote, and your sales people aren’t there to address it, your customer will do business elsewhere.
  3. 3. Never provide a quote unless the sale is firm! I’ve walked into a company Harlan Goerger where each salesperson had 100 quotes on their desk. Only 5% actually Harlan Goerger has spent the last 25 years leading hundreds of his client’s companies to expansive revenue growth. He is the author of “The Selling Gap” and “Bypassing NO in Business” and spent 20 years as a sales leader with Dale Carnegie Associates. ended up as an order. What is the cost of all that quoting? The key is to train people to ask the right questions, qualify the buyers and assure a purchase will take place. Now the quote is a verification of information, not a pathetic attempt to sell something. Simply supplying a quote is not a sales process, it’s a paper process where the seller gives up all control and influence over the purchase. 3
  4. 4. Thanks for viewing! Nice find! You're well on your way to becoming a sales machine. Now be a friend and share this resource with hundreds of your closest Internet pals.
  5. 5. Successful sales quotes are clear, concise, and in the language of the Liz Strauss customer. They’re not cluttered with extra bells and whistles that distract Liz Strauss is a Brand Strategist, Community Builder, Founder of SOBCon. She blogs at and from the deal. They are visually easy to read and well-labeled. And the pricing and size of the quote is in line with the amount of trust that has been established with the prospective client or customer. 4
  6. 6. At the risk of sounding facetious, the secret is to have won the deal Ian Brodie before you get to the quote.There are lots of books you can buy that’ll tell Ian Brodie helps consultants, coaches and other professionals to attract and win more clients. He writes the award winning More Clients blog, and recently released his Pain Free Marketing approach to getting more clients without the pain and expense of traditional marketing. you how to prepare an effective quote. They’re all good. They’ll tell you more than I could about that formal side. But my experience is that 90% of the time, the deal is decided before the quote.SMBs don’t have the resources or the experience to win deals at the quote stage. They need to focus on winning the sale in principle and emotionally long before they’re asked to do a quote. 5
  7. 7. Providing successful quotes always comes down to asking the right Alyssa Gregory questions. If you don’t ask the questions that get to the specific problems Alyssa Gregory is a small business collaborator and the founder of the Small Business Bonfire, a social, educational and collaborative community that provides small business help to entrepreneurs. 6 of the client, you will never be able to prepare a quote that offers the right solutions.
  8. 8. There are several things to consider when preparing a quote and “closing Kenneth Darryl Brown the deal”. First, you must build rapport. People don’t do business with people that they don’t like. Find what you have in common with your prospective client. Second, seek to build trust and credibility. Kenneth Darryl Brown is President and CEO of eWeb 2 Sales and Profits, a sales, profit and business development company that Demonstrate your experience and expertise. Share your shows companies how to leverage the web to increase sales and accomplishments and achievements, testimonials and success stories improve profitability. Kenneth was selected as one of the Top 25 with that specific prospect industry. Show them that you know what you Influential Sales Leaders by InsideView this year. Last year, his show, “The Passionate Entrepreneur“ was picked as one of the are doing and can produce results. Third, you must strive to connect with best podcasts for small business by Anita Campbell’s Small people on a more personal level — and not just to “make the sale”. A Business Trends. Ken is called, “The Sales, Web and Profit Evangelist”. successful sales professional must learn and listen to the prospective client’s dreams, goals, wants, needs, concerns and challenges. With this new information, you can create a customized solution. The focus should be on the prospect and not the seller’s company, products and services. Fourth, become a strategic partner and not a sales person trying to “close the deal” and “make the sale”. Focus on helping and supporting your future client on how your company can help them achieve their long and short term goals that impact the bottom-line. Last, you must ask the five following questions during a first call appointment: Why? What they are currently doing to fix the problem? What are their results? What is it costing in time and money not to have the solution in place? What is the budget and investment commitment? These questions will help you to better understand the problem, challenge your prospective client though positive confrontation, create a solution and position you as a strategic partner. 7
  9. 9. Engaging the buyer and presenting a draft proposal. It is about their Bob Urichuck needs and budget, not your products, services or costs. Bob Urichuck is an International Professional Speaker, Trainer and Author of two best selling books “Up Your Bottom Line” and “Disciplined for Life: You are the Author of Your Future.” Bob has been recognized as Consummate Speaker of the year and ranked #7 in the World’s top 30 Sales Gurus. 8
  10. 10. First, listening to what the customer really wants – not what you have to Lori Richardson push their way. If your product or services are not a good fit, don’t try to Veteran Sales Detective Lori Richardson sifts through sales clues and business practices to uncover hidden problems and assets, then delivers creative tactics with a fresh approach so you can Score More Sales. She is a sought after speaker, prolific blogger, sales trainer and multi-million dollar producer, and President of Score More Sales – a sales strategy firm. make the wrong solution fit. Once you really understand what they want, give them 2 or 3 options. If you can do that, they have control in determining their best strategy. Don’t do more than three – that will overwhelm most anyone. Present in person – if you are not within driving distance, use Skype or other video conferencing. It can increase your chances ten-fold because you will go over everything and get their input as you go along. If the opportunity is big enough, make sure to have all the deciders together on the call or in the meeting. 9
  11. 11. Do not prepare a written quote until the prospect or customer has verbally Jacques Werth agreed to everything that will be in the quote. Jacques Werth is President of High Probability Selling, Inc – a sales consulting and training company founded in 1989 . The company specializes in sales process improvement. They have trained salespeople, sales managers, consultants, and business owners in over 70 industries. 10
  12. 12. Make sure that your quote is based around the prospects requirements. It Sean McPheat might sound common sense but you need to do a full and thorough fact Managing Director of MTD Sales Training, Sean McPheat is regarded as a thought leader on modern day selling. Sean has been featured on CNN, ITV, BBC, SKY, Forbes, Arena Magazine and has over 250 other media credits to his name. Sean’s latest book “eselling® – How to use the internet & social media for find via effective questioning and listening and then you put your quote together using the same language that the prospect used. In a formal proposal first talk about the situation and what it is costing the company prospecting, personal branding, networking and for engaging the c- and then present your solution.Remember, selling is about solving suite decision maker” is a #1 Amazon bestseller. problems so you need to articulate the problem or challenge first before you can solve it with what you offer. 11
  13. 13. The most important part of preparing a quote is really understanding the Diane Helbig need of the client. You get this understanding from asking a lot of Diane Helbig is an internationally recognized business and leadership development coach, author, speaker, and radio show host. She is the author of Lemonade Stand Selling and founder of Seize This Day Coaching. questions during the sales call and REALLY listening to the answers. The questions you ask should include those about budget, timeline, decision making, process, etc. You want to know as much as you can about the prospect, their mindset, their business practices and the project/need at hand. This helps you craft a proposal that not only answers the need but shows you’ve done your homework. It shows the prospect that you are very interested in doing business with them and have really paid attention to who they are. This kind of preparation shows your level of professionalism and commitment to excellence. 12
  14. 14. Making sure that you have the customer’s requirements clear, and that Sue Watkins you are quoting them pricing on what they are asking for. Don’t pitch your Sue Watkins has spent the last 20+ years developing marketing strategies and campaigns. She also founded and authors the blog Smart Marketing Basics and tweets regularly about small business marketing topics at @SMB_marketer 13 standard pricing/packaging if that is not a good fit for their business.
  15. 15. The most important aspects a business should consider when creating a Ken Thoreson bid/quote are: Include a brief “Executive Summary” that describes the Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who “operationalizes” sales management systems and processes to pull sales results out of thedoldrums into the fresh zone of predictable revenue. His blog, Your Sales Management Guru, has been rated in the top 10 sales blogs in the United States problem you are solving and describes how your product/service will solve the problem. Next is to include a “bundled price” for the entire project, do not list each item with separate pricing. Place a date when you can deliver the product/service if you “gain approval today”. Make sure your salesperson follows up on the bid within a specific date. 14