Prepare an Offer

Make sure when you go to a customer that you are prepared with an offer. Your offer outlines the terms of the deal which will lead to the transaction that you are looking towards achieving.

In order to make the offer, you need to be prepared with a few points:

• Product Specifications; ensure you provide complete product specifications and mention add-ons.

• Product Delivery; how soon you can deliver the goods, where can you deliver the goods, insurance and freight costs (if any), documentation and permits required etc.

• Product Price; bulk discounts where applicable, payment procedures, payment options.

Making all the information available to customers ensures that they do not have to go through the information gathering process. Highlight the unique value your product offers and include the value savings in monetary terms. Try to reduce the turnaround time for a decision as the more time the customer has to decide, the more chances your offer might not be accepted.

A longer decision cycle means that your product offer may change, prices may change, sometimes government policies change which affect your product and services, technological changes may render the product obsolete. Having an offer ready and prepared ensures that the customer can make a decision and you can close the sale.