Rapport Building  /  Clarifying Needs

There are two elements in gaining printing quote jobs.  These are:  Building customer trust and clarifying customer needs. 
They constitute 70% of the sales conversation.  If they are accomplished skillfully and professionally, the sale will come together smoothly. 

1. Look at your printing quote requests at least three time a day.

2. Building Rapport:  Call your prospective customer immediately and let them know that you are processing their enquiry and thank them for giving you the opportunity to prepare a quote price.  Focus your attention on the customer and his or her geniune needs and wants.  The customer needs to feel that you are there to help.

3. Clarifying Needs:  When you listen carefully the customer trusts you more and tells you more.  If you listen long enough and hard enough, the customer will eventually tell you everything that you need to know to either make the sale or to determine that this person is not a good prospect for what you are selling.

This entry was posted on Wednesday, August 2nd, 2006 at 7:02 pm and is filed under Printing Articles. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.