As a sales professional, you’ve probably heard the phrase “put that quote in writing and send it to me” countless times when closing a deal with a prospect. However, it’s important to remember that prospects often lie, and you need to cut through the smoke and mirrors to gauge their true interest in your product or service.
So, how can you handle this objection? Here are four ways to handle a prospect’s request for a quote:
1. Ask Direct Qualifying Questions: Instead of simply agreeing to send a quote, ask the prospect if they are genuinely interested in the product or service you’re offering. By asking qualifying questions, you can assess their interest level and cut to the chase.
2. Compare Quotes: If a prospect asks for a quote, you can respond by saying that you’ll be happy to send it, but you’re curious how it compares to other quotes they’ve received. This helps you understand what the prospect values most – price or value.
3. Determine Budget: You can also respond by asking if the quote fits within their budget. This helps you get to the core issue and determine if the prospect is ready to do business or not.
4. Ask What Happens Next: Finally, you can ask the prospect what they plan to do next if they receive the quote and are satisfied with it. This gives you an idea of their intentions and helps you plan your follow-up accordingly.
By using these tactics, you can handle objections when a prospect asks for a quote and gauge their true interest in your product or service. Remember, the more you qualify, the easier it is to close.
If you’re a sales professional looking to increase your income and improve your closing ratio, consider checking out an introductory class on the art of High Ticket Closing. With the right skills and techniques, you can close anyone, anytime.