even when the pricing is lower, service is better & quality is good.
2006-08-29 04:25:35 · 5 answers · asked by P.O 1 in Business & Finance ➔ Other - Business & Finance
what could be the reasons holding them back?
2006-08-29 04:50:17 · update #1
Salesman frustration ? I guess. I know wath it is. And today
The most common error sales representatives are doing is taking too much time to qualify these prospects.
When someone asks for a quote - or litterature, or a fax, or an email, etc, they - most of the time - are trying to buy some time before saying NO.
The only way you can stop investing your time on these bastards (who in fact may be nice people - but not strong enough to tell you they're not interested), is to QUALIFY THEM.
First, make sure :
1- they understand what they're going to buy.
2- they know how much it is and they can afford it
3- they REALLY NEED what you're selling (or they are convinced they need it)
Then, before giving them some more time, ask them something like :
"I know your time is worth a lot. Mine too. If I send you a quotation where you'll find the same quality for a better price (than another product), will you buy Our product ?"
It gives you and your company some value. You are busy, you have other clients to serve and YOU are making a favor to this prospect to invest that much time with him.
Your deal is closed before you send the quotation.
Good luck !
2006-08-29 10:33:13 · answer #1 · answered by Anonymous · 0⤊ 0⤋
When ppl ask for competitive quotes, they are comparing the market prices with the quotation they have received from their supplier. Even though you may have quoted a lower price, but people will still have doubts on your service and quality as you are still new to their company. Furthermore if you are a new supplier to any company, ppl will worry tt your performance can't meet their standard. It is also the minset of human being coz when they are so used to working with one supplier, they resist the change to get other suppliers to carry out the work for them. In order to convince ppl to use your product or services, you must not fail in your first assigment with the company regardless of goods delivery or services. This will pave a long term deal for your company
2006-08-29 13:37:30 · answer #2 · answered by Clown & Joker 5 · 0⤊ 0⤋
Because often the cost of changing over often negates any savings on the monthly billing.
We have to consider implementation costs as well as continuing costs.
We recently switched over a large corporate WAN with over 200 locations. The implementation costs were such that we had to hold out until the continuing costs were more than 50% lower than than the previous rates.
Another consideration is the business impact of the changeover. If business will grind to a halt during the implementation it may not matter at all how good a deal the service is on paper since the loss of business far exceeds any savings available.
2006-08-29 04:33:46 · answer #3 · answered by Bostonian In MO 7 · 0⤊ 0⤋
How certain are you that your service is better? How about pricing and quality? You state that you have lower pricing, but good quality. In my industry, good quality is usually not so good. If I'm going to stand behind my products & service, I better be providing the best quality product.
2006-08-29 04:33:56 · answer #4 · answered by Q.S.G 3 · 0⤊ 0⤋
People resist change, or, maybe, there is still something the other supplier offers that you don't
2006-08-29 04:35:31 · answer #5 · answered by worldhq101 4 · 0⤊ 0⤋