The catch cry of the Australian business consumer is "Yeh, give us a quote". How often do you find your sales people putting together proposals for prospects who have no real intention of buying from you? Either,
- You are being used as a check price for someone else they will buy from, or
- They are just testing the water and have no real intention of doing anything
For most businesses it would be a huge boost to have a means of quickly identifying and avoiding the “tyre kickers”, thus freeing up your time to work on other genuine sales opportunities. This single skill alone has the power to vastly enhance your sales effectiveness.
By applying a range of simple, objective tests that are woven into a standardised sales process, you can screen out 90% of the “tyre kickers” and time wasters. And, you can do it in a way that leaves the prospect feeling good about you.
