Is your sales team stuck in a quote-based mentality?
“Why don't you send me a quote and we'll look it over?” This is a common conversation in the business world. A salesperson has a brief chat with a prospect, sends a quote and hopes to win the business. The prospect responds “yes” or “no” and that’s it. Often the answer is "no" because the prospect is concerned with price alone. This is what happens when salespeople send quotes without really knowing the likelihood of getting that business. When we ask [...]