A sales person’s SIXTH sense. Do you see a problem for your business?
Last month we talked about the infamous sales Sharks and how these types of sellers use tricks to deceive us as "customers", we being the victims..
This time I will talk about a secret that isn’t expressed, nor is it talked about and in many cases probably isn’t even identified but it’s very real. We sellers HATE making quotes. There’s no open talk about this dislike, but if you’re observant, as a client you can read between the lines and know if you’re a victim or rather the cause of this hate. That's right, I said the client is the cause, keep reading and you'll see why.
These are some examples that demonstrate the dislike of producing quotes:
The time it takes to receive a quote
The exchange of emails and calls before receiving the quote
Giving rates (not quotes) by text message, phone or through email
Never receiving the quote
This behavior and dislike is not just the seller's fault, we as customers feed this hate and are responsible for it. Why?
When we contact a business to get a quote, basically the only thing we say is "Send me a quote for this; it’s URGENT; this is my e-mail address". So, without further information, the client requests a quote and waits for the seller to take it seriously and provide a quote as if by magic.
Based on this, sellers who have been working in the same business for a long time develop this sixth sense, which helps them distinguish and identify potential sales by simply talking on the phone. This technique isn’t foolproof, but it’s a very practical natural filter that sellers acquire over time and through experience; this is something that cannot be taught but rather is acquired.
What’s interesting but also risky about this is that the seller doesn’t know that he has developed this sixth sense. This natural filter becomes something mechanical and therefore they cannot identify the true cause “the client”.
In a seller's mind there is only one objective, to make the sale. If our sixth sense tells us that the chances of making a sale are low and we have a high demand for quotations (we don’t have time), then the filter will show us what clients are worth us investing our time with (send the quote).
Why does the seller apply his sixth sense and filter?
Here I share some of the main reasons why sellers apply their filters and decide what quotes they should send out:
Quotes are tedious: If there is something we as human beings hate more than anything it’s a routine with boring and repetitive tasks. Imagine investing more than 50% of your time transcribing customers’ information, products or services to be quoted, prices, descriptions, clauses, payment terms, etc...Repeat this 10, 15, 20 or more times per day.
Quotes are unproductive: If we take into account that the average time to produce, save and send a quote is approx. 15 minutes and we send 10 a day, this means that, without distractions or pauses, it will take 150 minutes (2 and a half hours) to create 10 quotes. Now, if you are paid by commission this isn’t good as it means that you only have 3 and a half days to be selling (150 minutes x 5 days = 12 and a half hours per week lost) since the rest of your time will be spent creating quotes.
Quotes are a waste of time: As a seller you know that only about 20% of the quotes that you create and send (more or less) become a sale. If we know that making a quote is unproductive, tedious and also only a small percentage translates into sales, why do we need to make all this effort and create the document "the quote" when we can give our rates by phone, send them by mail or by text message?
I see a problem for business, because when a seller applies his sixth sense, it means that he isn’t sending quotes to the other clients that were filtered, resulting in loss of business opportunities.
The next time you as a client request a quote and are interested in the products or services of a business; make sure you don’t fall into the seller's filter and show interest and time when requesting your quote.
When I write articles, I write what I feel like writing at that time and it has to do with sales, marketing, SMEs and business. This time, and on this topic, I feel like Osmos Cloud deserves advertising as it fits like a glove.
If your sellers and business suffer from the “Sixth sense and the seller’s filter " problem due to the lack of time and effort involved in creating a quote; then our Osmos Quotes solution will make you very happy.
You can send 100% of the requested quotes
Creating a quote only takes a few seconds (between 30 and 120 seconds)
Customer follow up is automated and simple (one click)
Osmos Quotes is a cloud-based system that you have access to it 24/7
You can try it and use it for free (You can send up to 100 quotes)