Would you like to...

• DOUBLE the orders from the quotes you submit?
• IMPROVE your chances of getting the first opportunity to negotiate?
• GAIN more opportunities to quote?
• MAXIMISE the profit from your quotations?

By the time you've read this web page, millions of buyers around the world will have placed orders in response to quotes received.  Some quotations do a terrific job, maximising profitability for the company.  Other quotations do a lousy job, leaving behind profit that was there for the taking.  That raises questions, do you do a terrific job, or do you do your quotes, the same way as nearly everybody else?

DO YOU WANT TO HAVE WINNING QUOTES?
there must be a better way!!!

Master Class Programme:- 

1.  NEGATIVITY:-

Your resistance to change.  Why do you keep quoting the same way as everyone else?

2.  VICTORIANA:-

Why do we write the way we do?  Why hasn't our letter writing and quoting changed much since the Industrial Revolution?  Let us show you a better way.

3.  OFFER AND ACCEPTANCE:-

We'll show you how to protect yourself from being liable, and possibly being sued for large sums of money.

4.  TERMS AND CONDITIONS:-

Are you still putting them with your quote?  All the reasons why the customer shouldn't buy from you.  Let us show you a better way.

5.  NEW FORMAT:-

Your quote should be a selling tool to enable the prospect to want to buy from you.  It should contain all the reasons why they should buy your products or services, and set you apart for the competition.

6.  QUALIFICATION:-

Time after time, experts tell us the biggest mistake most salespeople make is to poorly qualify their potential customers.  This results in the quotation often being what the salesperson thought the prospect wanted and not what the prospect really wanted.  It's critical to establish the reasons why the prospect or buyer will make their decisions to buy.

7.  PRICE v. COST v. VALUE:-

The majority of people who quote have the misconception that everyone buys on price.  This is simply not true.  We'll show you why and how you convince yourself, that price is only part of the quoting process.  When a person in a company, or as an individual, makes a purchase, they are buying for their own personal reasons:-

• What's in it for me?

• Will I get a pat on the back from my boss if I buy from you?

• What will the residual value be?

• How much money can I save?

8.  OUR PROPOSAL:-

Once we've established exactly what it is the prospect or buyer wants, we must put it in writing in layman's terms in the words that our prospect or buyer wants to hear.  They have the same memory recollection that we do.  This means that if they are decision influencers, they need a selling tool to be able to sell the concept or solution to the decision maker.  They won't remember everything you've talked about.  It should be written with their words, not yours.

9.  BENEFITS:-

How many people who write quotes know what a real benefit is?  Most people think they do.  After training thousands of managers, estimators and salespeople, we've found that it is very rare anyone gives real benefits.  Most of the time they are giving advantages.  This means they are missing critical buying criteria.  Most prospects and buyers want their minds to be made up for them.

• Who should we buy from?

• Why should we buy from them?

• What are the benefits for the company and for me personally?

10. PRICE :-

Or is that PRICE FRIGHT for most people?  We'll show you that price is invariably secondary...

• No gimmicks.

• No cheap shots.

• No tricks.

We'll prove to you that price is invariably secondary.  We'll show you how to put together winning quotations that are not the lowest price.

11.WHY SHOULD WE BUY FROM YOU?:-

Once your proposal is complete it must contain all the reasons why the prospect should buy from you.  What sets you apart from the competition?  Everyone has competition, so why is it that the cheapest price, fastest delivery isn't always successful?    

Why is it that companies like Avis, Rentokill, Sony, IBM, Marks & Spencers, Honda and Bosch, but to name a few, are constantly market leaders, yet with higher prices than their competition?    

We'll show you how to differentiate yourselves from the competition, even in an extremely price sensitive market.  We'll show you how to get people to want to buy from you.    

This is the area of the quotation that is invariably left either missing or very limited.  Yet this is the area of the quotation which will have most effect on you winning more business.  

12. PRESENTATION:-   E-mail, Fax, Post, Take it in?

• Which is the best?

• Which is the most convenient for you?

• More importantly, which is the route that's going to give you more business with more profit?

• Will you need to have more than one type of presentation?

DOES YOUR QUOTATION ANSWER THESE TYPICAL QUESTIONS?

1. Who is it that makes the product or delivers the service, and who's offering it to us?

2. What's their history?

3. Where do they fit into the market place?

4. Who makes the brand name?

5. How is the product made and how did it come about?

6. What is the product made of and what does the service consist of?

7. How are the products or services different from similar or the same products in the market place, and what do they have to offer?

8. What makes the  product or service better?

9. When/where/how/why and by whom will it be used?

10. When/where/how/why and by whom will it be used?

11. What kind of care will it require?

12. What do we do to have to make it work for longer or last longer?

13. How does this fit into what we are trying or planning to do?

14. Does this fit our budget?

15. Do we have the time?

16. Do we have the space?

17. Do we want the effort?

Which of the above criteria are you using?
Which of the above criteria do you need to add?

We'll show you how to qualify people properly, so you can find the answers to these questions

Here are 12 negative barriers with resistance to change.

HAVE WE GOT NEWS FOR YOU!!

The principles in this method of quoting suit any business with any product and any service. 

We’ll prove it to you.  

Do you WANT to win more business?
Do you WANT more profit?  

Then act now, because places will be limited.

Here’s a little exercise for you....

• Write down the average customer’s spend per annum (Divide last year's turnover by the number of active customers you had last year).

• Now write down the average length of time, in years, you keep a customer. One, two, five, ten?

• Now multiply (a) by (b).

This is the value of one extra customer.   

If we get you one extra customer as a direct result of this training, the majority of you will have had this seminar paid for, over and over again.

Delegate's comments  

"Excellent - it was tailor made to my requirements, most useful was the terminology on quotes and how in depth the example proposals were and the subsequent ideas for my own proposals these gave me." - Mark Jackson - Commercial Manager - Blackpool Printers Ltd

"I found it very informative, it's really focused my mind on the coming season. I'll now go away and re-write both my 'standard' presentation and of course my quotes!! I believe the change in approach will be very effective - Excellent". John Cohring - National Account Manager, Winterwarm.

"It's given me some good new ideas" - Lisa Purchase, Depot Sales Manager, Tuffnells Parcels Express.

"Excellent customer letters section, gave me good ideas to change the way we quote." Andrew Holland, Sales Engineer, HME Technology Ltd