Being fit is about repetition: typically, you have a nutrition plan you follow that repeats weekly; you have a set of reps for Monday, a different set for Tuesday, etc.; and you work out on a regular schedule. (Note that we said “typically.”)
If you’re selling in the commercial fitness market, your sales quoting process should be built on repetition as well. Whether in a hotel, school, hospital, or anywhere, fitness centers have similar product needs. I.e., when you find a bundle of exercise equipment that’s popular in one hotel, it’s sure to be popular in another.
No matter what you sell, your business quotation software ensures you know @@how to build a winning proposal process that’s repeatable throughout a sales department.@@
Repeatable processes are central to sales success
Repeatable processes are central to sales success (see what we did there?). But every customer is different, you say; they all have different needs and different budgets, you say. TRUE. But they’re all buying from YOU. Here are a few things you can/must view as repeatables, and they’re all enabled by your CPQ solution.
90% of quote content: after the very first sales proposal you write, you should never be writing another one from scratch.
Business quotation software typically includes more than a few templates you can pre-populate with winning content (e.g., a successful value prop, brand positioning, an image or infographic that states a value-add clearly). You simply add the prospect’s name and product needs.
Not only does this mean a faster quote, but — assuming you took the time to get it right the 1st time it was sent, or edited it to get it right the 2nd, 3rd, and 4th times — a more effective quote, too.
Your upsells and cross-sells: with all your products and pricing configured in a cloud catalog within a CPQ solution, adding items to a quote is as easy as point and click. Better still, after you have made multiple sales and learned the right value-adds for specific products in your suite, you can store them in your sales proposal automation software, and add them with ease to ensuing quotes.
Your follow-up communications: while you may need to make minor mods to each quote you send, your follow-ups to those quotes can be templated and automated for just about every closing process. Because a “Did you receive the quote?” email, and a “Following up on sent quote” email, etc. are the same regardless.
One thing to test is timing. Test both extending and tightening the time lags between sends. E.g., send a follow-up to proposal A on day 2, a follow-up to proposal A on day 4, etc.: which do more people respond to? There’s a winning timeframe out there somewhere.
Just remember that every sale is learning opportunity, and that your business quote software is an ideal place to store those learnings.
If you'd like to learn more about this topic or see IQX for yourself with a free demo, contact us.