Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

HOW TO DEAL WITH A LOW QUOTE AND WIN THE BUSINESS

About The Author


Brad Tonini
(Visit Brad's Website)

Brad Tonini is a Silver author on EvanCarmichael.com
About The Author

View Author Blog
View Author Blog

View Author Video
View Author Video

Free Downloads


Brad Tonini's

Complete
List Of
Sales
Articles

Name
Email
If you enjoyed this article, get Brad Tonini's Complete List of Sales Articles For FREE!

More Brad Tonini
HOW TO DEAL WITH A LOW QUOTE AND WIN THE BUSINESS
FIND OUT WHAT 95 OF SALESPEOPLE ARE DOING AND DO THE OPPOSITE
IDENTIFY AND ARRANGE AN APPOINTMENT WITH A CENTRE OF INFLUENCE
Free Downloads


 
 
 
HOW TO DEAL WITH A LOW QUOTE AND WIN THE BUSINESS

As Salespeople, we are often faced with this ploy by the educated buyer.

It may be quite sincere, there may be in fact someone who is prepared to take a lot less for what we do.

It doesn’t mean you will lose the business- it’s just a jolt to let you know you haven’t yet shown the buyer enough value in your proposition so they can see the difference in your offer over your competitors.

The secret is to get deeper into what is being offered to make comparisons on your “Full Solution”.

Here are some of the ways I do this by asking:

1. Are we dealing apples for apples here?
Are the products actually like for like or is it like comparing a Mercedes to a Holden?

2. What about our full Experience?

Is there something we are adding as standard that the competitor either hasn’t thought about or are making the buyer to pay extra for?

3. Our level of Experience

How many years or what qualifications do we have that our competitors don’t have?

4. Our Guarantee

What type of guarantee are they giving?

5. Our Physical Materials, Products

In the building trade this might be the quality of the timber etc. In the Consultancy business it may be the manuals, DVDs, CDs etc. In the phone business it may be the make of the phone.

So what do we do if we are pushed on price?

Rule #1:

Don’t panic.

Expect the question and be armed for it.

Rule #2:

Make the comment in every market that there is the premium provider, the low cost producer and the “Value for Money” proposition.

We are positioned at the “Value for Money” end.

Rule #3:

Ask “how far apart are we”? Find out what you are dealing with.

Rule #4:

Ask “Well if we were to meet a similar price what would you like me to leave out in our proposal?

Rule #5:

Look at packaging

Can you offer something unique in your package which makes it impossible to compare the 2 offers.

When all else fails and you want the deal, ask the prospect “What would we need to do to get your business?” It’s an old question but still a good one.





HOW TO DEAL WITH A LOW QUOTE AND WIN THE BUSINESS - To learn more about this author, visit Brad Tonini's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback
David Barr
David Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website

Anne Barr
Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website

Casey Gollan
Casey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website

Kim Castle
With nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website

Jeff Foster
WebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas.  We specialize in internet consulting & internet marketing
- Visit Jeff Foster's Website

David Acheson
David Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns.  David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website

Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website

Cheryl Matthynssens

Cheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur.  Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well.  A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles.  She opened up a small affiliate site - The Balance Guide-  to help others find resources for mental and emotional well being.  Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com

- Visit Cheryl Matthynssens's Website


To learn more about the Evan Elite Author Program please contact us.



Evan Elite Authors
Jay Kubassek  
David Barr  
John Power  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
Mirror Marketing Icon Mirror Marketing
Making Life Work Icon Making Life Work
Business Success By Design Icon Business Success By Design
3 Deadly Traps Icon 3 Deadly Traps
Instant Classified Advertising Icon Instant Classified Advertising
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 Raising Capital Blogs To Watch In 2008
Top 50 Raising Capital Blogs
Top Blogs To Watch In 2008
 
Top 50 Social Media Blogs
Top 50 Social Media Blogs
Top 50 Social Media Blogs
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Essohanam Elassoli Adidogomé, Togo,
Essohanam Elassoli
Adidogomé, Togo
SEO For Africa

If I Were A Startup...
Brian Scudamore, $200k to $8 Mil in 5 years
Brian Scudamore
$200k to $8 Mil in 5 years
Jeff Roick, $1.4 to $6.5 Mil in 2 years
Jeff Roick
$1.4 to $6.5 Mil in 2 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Oprah Winfrey, Harpo
Ben Cohen Jerry Greenfield, Ben & Jerry's
Famous Entrepreneurs - Complete List

Entrepreneur Advice
John Jantsch, Duct Tape Marketing
John Jantsch
Duct Tape Marketing
Jay Conrad Levinson, Guerilla Marketing
Jay Conrad Levinson
Guerilla Marketing
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     Get your visitors to voluntarily give you their contact information
By Keith Thirgood
     Where is King Content?
By Keith Thirgood
     Your Marketing Message
By Keith Thirgood

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More popular articles
- Fiscal Policy for a Sustainable Environment
- CONCLUSION: What Drives China’s Growing Role in Africa?
- 4.2 Minimum Regulatory Requirements and Supervision Practices: Microfinance in Africa - Experience and Lessons from Selected African Countries
- Financing Corporate Growth in Ghana: The Role of the Stock Market
- VII F. Attract Capital Flows and Encourage Foreign Participation: PROMOTING STOCK MARKET DEVELOPMENT IN AFRICA
- VI. A. Macroeconomic Stability: WHAT DETERMINES STOCK MARKET DEVELOPMENT IN AFRICA?
- Social Safety Nets and Poverty and Social Impact Analysis
- II.D. Foreign Direct Investment: TRADE AND CAPITAL FLOWS BETWEEN CHINA AND AFRICA
- VIII. SUMMARY AND CONCLUSION: Stock Market Development in Sub-Saharan Africa
- What Drives China’s Growing Role in Africa?
- Franchising Your Business
More Information