Quoting like a needs analyst
Lesson 3: Quote Follow-up
Almost there!
Hang in there, you have soon completed this lesson on Quote follow-up!
We hope that you now feel confident about what to do after you have sent a quote to a customer to maximize the chance of winning the order.
In this lesson, we have talked about:
→ Why we need to do quote follow-ups
Doing quote follow-ups increases our chance of winning the order, builds Strong Relationships, and shows we take Full Responsibility.
→ Which quotes to follow-up on first
100% of all quotes with a value over $1 000, plus any prototype and quick-turnaround quotes.
→ How to maximize a quote follow up-call
As needs analysts we HEED the NEED, focus on the customer, ask open questions and ABC.
→ How to handle common objections when doing quote follow-ups
We HEED the NEED and always ask open questions.
→ How SuperOffice can help us in our work
With this tool we can see which customers are buying, not buying, need a visit, we can create strategies, etc.
… and, hopefully, much more!
Now it’s time to get to action and use all this new knowledge in real life.
Most of us probably need to increase our quote follow-ups on the right quotes.
So let’s reflect a little on how to do that in the questions below. This is the most important part of the lesson, so please take your time on this.