When the phone rings or the email comes in from your typical customer;
– Local Cheer Squad
– High School Principal
– Small Business Owner
.. you know that 9 times out of ten you’re talking to the person that makes the decision. If this person likes you, what you have to sell and your pricing.
What happens when a big company calls and many more people might be involved in the decision. Consider the below questions to ask:
How are you going to make the decision on which company to go with?
What’s most important to you?
– Delivery speed
How are you doing this now? Where are you getting this now?
Why are you making a change (if it applies)?
Is there already a house favorite? Who else are you considering?
How does the decision making process work?
Who makes the final call?
– Production manager
Other than a good price, what do you need from me to help make that decision?
When will a decision be made?
Tip: Get all the stakeholders involved as early as possible
Tip: Get all the information FIRST, then quote
Tip: Ask the “house favorite” question – remember, this person may be just trying to justify going with HIS/HER favorite and you need to find that out to change their minds.
Tip: This may be a long process – always schedule a time to follow up after every stage