Re: Acceptable time from walk-thru to quotation delivery

[Cam-man <none@xxxxxxxxx>]

Jim inspired greatness with:

>
>Sorry, but I need some gratification when I do an installation. I'm
>not an "entity" doing business with another "entity". That's what the
>Nationals are for.
>
>However, when I go on an estimate, if I don't give them a price on the
>spot, it's usually because I have to check on availability of parts or
>check out a product or technical question. Usually no longer than a
>few (working) days. If the price is a little bit higher, I'll make an
>appointment to sit with them again to point out the cost of items.
>This way, I can negotiate whats important enough to keep and what can
>be cut to meet their budget. Once that's done, you can ask for a
>deposit check and get the paper work out of the way.  If you don't go
>for the second meeting on an expensive system, and you just sent them
>a quote or give them a quote over the phone, they'll not make the
>decision then. They'll "want to think about it" which puts it on the
>back burner. When it gets to be important again, they'll call in
>another company because "you were really expensive". But when the next
>guy gives them about the same figure, they'll go with him, just
>because he's there.
>
>I've discovered that if you really want to increase your percentage of
>successful sales calls, ...... if you don't get it on the first call,
>go on the second one. You'll likely get it..... even if for no other
>reason but your show of concern and your follow up, that the
>competition wont do.
>
>Sales people who make a sale approximately 60% of the time are
>considered successful. It's true however, that it only takes about 5%
>more effort to fall into a category comprised of people that are
>successful 80 to 90% of the time. That goes for life in general .....
>too.


Great points, Jim.  Thanks!