5-Minute Selling

CHAPTER 12KEEP A QUOTE OR PROPOSAL TRACKER

Among my clients, implementing a quote tracker has doubled and even tripled previous close rates. This is one of the highest-impact, fastest-acting changes you can implement.

I work with sophisticated, successful companies. Many generate in the hundreds of millions of dollars in annual sales. These are companies that have been successful for generations. Their customers have been with them for decades.

They do exceptionally good work. They build strong relationships. They deliver on time. They solve problems at a world-class level.

And, amazingly, many of them do not keep a quote or proposal tracker. Prices are quoted company-wide and are not systematically tracked or recorded.

At far too many companies, quotes are not entirely and systematically captured in a single place. Far too many salespeople do not have a list of quotes or proposals to reference and follow up on.

And to be clear: I realize most people track some of their quotes and proposals. We remember some. We write some down. Sometimes.

I'm suggesting that you write down all of your quotes and proposals in one place. You can establish a minimum dollar value of tracked quotes if you wish. But as soon as a price surpasses that point, it gets added to the tracker.

This is one of the highest-impact things you can do for your sales work.

HERE'S YOUR QUOTE TRACKER

Write down ...