March 10 by Zack Alspaugh
The quote is really the first chance you have to make a good impression on the customer. Delivering an accurate and professional order form within a customer’s time frame is the first indication that you are responsive and easy to work with.
If you don’t make it easy for prospects to see what they’re paying for, in what time frame, it very easily could cost you the deal. Quoting errors are like resume errors – if you’ve got them, don’t be surprised when you don’t get the job! And even if quote errors aren’t a deal breaker and the customer still buys, mistakes in your quotes lead to a whole string of problems downstream in operations, billing, services and ultimately your customer relationship.
Here is a look at the 10 elements necessary of building the perfect quote:
But accuracy is only half the equation. In an era when multiple competitors are striving to win and close opportunities, speed is another key ingredient. The ability to rapidly configure product bundles, price ramps, discount percentages, and service options is not only a strong advantage, in many cases it’s the defining advantage. Fast quotes are the path to smarter, more effective selling by helping you shorten sales cycles, eliminate deal erosion and accelerate revenue. In the words of Usain Bolt, “acceleration is very good. That’s the key for me.” Quote faster and more accurately, and that will be the key for your sales.