Master the Art of Appointment Making and Master the Art of Selling
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terms are “subject to credit approval”. Let the customer know lead time in a range of weeks. Be sure to include the phrase, “subject to prior sale” for the inevitable day there’s only one unit in stock or the last one on an incoming truck from the factory is sold out from under you.
Call to make an appointment so you can deliver the quote to the prospective customer for review and approval at the earliest convenient time. Avoid sending quotations by Email, FAX or snail mail. The way you present a quote can cheapen you, your product, and your company in the customer’s eyes. Your best opportunity to sell value rather than price comes when you present a quote in person. So, why not take advantage of the opportunity at every opportunity?
If you have wiggle-room in pricing or terms, know precisely what your negotiating parameters are
