My Mind Was In the Gutter, and He Got the Sale

I did NOT say I was shopping, or looking for  the lowest price.

Each gave me their price, then was silent.

The first one who asked for the business was going to get it.

Which happened to be the last one.

“It will be $65. I can be there tomorrow, OK?”

OK.

If you handle calls where inquirers call for information such as availability and price quotes, make it a point to always ask for the sale before you hang up. They are going to buy from someone. Why would they call otherwise? It should be from YOU.

Too often I’ll hear reps handle calls, burn trails through the company looking for specific information, and then provide it to the caller. The rep waits passively, then they hear,

“Oh, OK, well, I’ll get back to you. It looks pretty good.”

Instead, make it a habit to say,

“Yes, we have that in stock. It’s only $496. How many should I ship you.”

Or, if the request requires work on your part and you’ll need to get back to the caller, ensure you’re not working
for free.

“I’ll be happy to check this for you. Tell me about your project. How does this fit in?”

Get them talking about their situation. After learning more, should you even decide the work will be worth the effort, ask them,

“Great, after I find this for you, assuming it’s satisfactory, how many will you be getting from us?”

Then you can ask, “So, what would be satisfactory?”

It’s tough enough to find opportunities. Be sure you are taking advantage of the ones that show up at your door with money to spend. Help them get what they want–from you.