In sales, if we are not careful, we can give away a lot of free consultancy - in our attempt to win the business. Some see it as inevitable, and resign themselves to writing multiple quotes, most of which do not close.
Sandler Training clients learn how to set an ‘Up-Front Contract’- a clear, mutually accepted set of outcomes and next steps through which a buyer and a seller determine what will constitute a successful outcome of the meeting and the next steps to be taken. Sometimes that means the salesperson has to take a deep breath and resist the buyer's attempts to manipulate things.
…Don’t do it. I am often asked to help people write better quotes. These people typically tell me that they are getting a good number of leads and follow-up appointments but, at the end of each sales meeting, they are often asked to send a quote.