No matter what the situation; from a Typical Retail visit to a home to ‘measure’ or the hundreds of Retail ‘considered’ transactions in the likes of Vehicle Servicing, to buying Tyres etc etc, or a Technical Person making a site visit to evaluate a vast Electronics Security System the old demon, of Quote n Hope creeps into the process.
Every ‘touch’ must be non Quote n Hope ! From what is communicated during the enquiry, be it taken by phone or by email OR the pro-active scenario where a prospecting contact has been made. Evaluating the complete Sales Track is crucial to creating a strategy which will place the Brand and Offering in a fresh light and replace Quote n Hope with a more appropriate format.
There are so many different Sales situations, so to generalise we have to tweak these ‘touches’ so they can be applied by existing staff and more importantly, are acceptable within the Customers expectations this requires close evaluation of exactly how things are done now, which opens up the opportunity to take a fresh approach, which then reduces the typical Quote n Hope processes a focus back on the Customer respecting the value which enables margin retention!
A Quote ( of a different nature) “it has been said that to keep doing the same thing and expect a different outcome is business insanity” and yet that is what is happening all day every day, because businesses are not aware of how to break the Quote n Hope nexus you now don’t have to be one of them
Your passion for your subject matter is exceptional. You electrify your audience by providing them with real-world how-to's in a highly motivational way using the right amount of humour.
Within the first 5 minutes Colin had us all captivated with his enthusiasm and passion. Colin's research was impeccable. Our Franchisees were inspired and encouraged by what they had just witnessed.
"We have taken on board a lot of new ideas and will be using them in the future."
Gai Mitchell-Hoare, Regional Franchisee
"Thanks once again for imparting a small slice of your (no doubt) boundless and powerful knowledge."
Glen G. Irvine, Regional Franchisee
"the attendees said they would like ‘more of Colin’."
Sophie Tabouel, Fastway – Marketing coordinator