1. Prospects are always raising price objections so how would you close the sale, without giving a discount, when your prospect says:
"I can get the same job elsewhere for less"
"This job costs more than I thought"
"This is $800 too expensive" or
"We don't have the budget"
2. When dealing with a price shopper you should not submit a quote because he'll shop it around until he finds an even lower price. How can you close the price shopper without submitting a quote?
3. Submitting a quote at the wrong time can be a fatal mistake. Should you be the first or last to present a quote?
4. About 7% of decision makers are looking for the lowest quote. What are the other 93% looking for? (Hint, it's not fast delivery or better quality.)
5. What are purchasing agents and print buyers looking for in a quote? (Hint, it's not low price)
6. Showing the prospect how to improve the job is a great way to gain a competitive edge. How can you prevent the prospect from stealing your new ideas?
7. An effective way to impress the prospect is to quote the job 2 different ways where column "A" shows the prospect's exact spec's and column "B" shows ways to improve the job or save money. Why is quoting the job two ways a costly mistake?
8. At the end of a strong presentation you say "Mr. Prospect, the price for these brochures is only $1,200." What 3 quoting mistakes did you just make when you gave the price?
9. How can you make any job seem inexpensive and easy to afford?
10. If you try to win the account by submitting the lowest price you will lose more often than win. What easy to implement quoting technique will eliminate price competition?
Winning a job has nothing to do with price
Winning at the quoting game has nothing to do with price and everything to do with skill. In other words, if you're losing jobs to lower quotes or finding it difficult to compete against printers that are heavily discounting, it's not because your prices are too high but rather because you're making some costly quoting mistakes. Order Stop Losing Jobs to Lower Prices today and discover how the industry's most successful print salespeople consistently land the job even when there's is the highest quote.