What if the fastest way to win more sales isn’t getting more leads—but simply learning how to quote on the spot?
Speed is one of the biggest advantages you can have in sales, especially when customers are comparing options and their attention can quickly shift elsewhere.
In this episode, you’ll learn why quoting on the spot can dramatically improve your chances of closing deals and how changing your mindset around speed can help you move customers from interested to committed before the opportunity goes cold.
In this episode you’ll discover:
- Why speed can be one of the most powerful sales advantages you have and why quoting on the spot can make such a difference.
- How to prepare both yourself and your customer so an on-the-spot quote feels natural rather than rushed or uncomfortable.
- How to build confidence, trust, and clarity into your quote so your customer knows exactly what happens next.
Press play to discover how embracing on-the-spot quoting can help you close more deals, reduce delays, and turn more of your opportunities into sales.
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This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.
Episode Transcript:
Ben Wright:
This is the best way I have seen, used, lived by, and absolutely epitomized in my 25 years of sales that lowers sales stress, and more importantly, wins more deals.
Intro:
Welcome to Trade Sales Made Simple, the show helping seven to eight figure trade, construction and industry leaders finally end the stress of inconsistent sales by simplifying your sales systems so that you can close more deals and grow faster.
I’m your host, Ben Wright and over the last 15 years, I’ve helped hundreds of trade and sales leaders grow their businesses and generate over $200 million in additional revenue by simplifying their sales processes.
Let’s get started.
Ben Wright:
There’s no doubt in my sales career, I have tried so many different things. I have learned so many different things.
I have made so many mistakes. And at the end of the day, I continue to learn. But what’s really dawned on me in the post COVID era is the importance of one facet when it comes to sales that gets deals done more than anything else.
And that one thing is speed, speed kills. And in this instance, in this example, I’m talking about how speed kills in a positive way, right? Speed gets deals done. And we can talk about speed in so many ways.
And I’ve spoken about a lot in this podcast. I’ve spoken about contacting leads quickly, speed to lead, speed to getting to site, speed to quote, speed to follow up, speed to simply returning customer phone calls when you get them. But if there’s one thing when it comes to speed that has moved the dial more than anything else that I have done or seen done in the last years of my businesses, that is all around quoting on the spot.
I have such strong resistance with businesses when I first bring this up because their response is normally, hey, I’m simply not able to do this, right? I don’t know how I can quote on the spot. The good news is it’s very rare I see a business where we can’t work this through. And in the very vast majority of times, we find ways for them to be able to quote on the spot.
But what I wanna talk about today is how you can start to adjust your openness or your mentality around quoting on the spot. Because certainly with customers I’ve worked with over the last 12 to 18 months, those that have learned how to quote on the spot have been able to grow their sales quicker than those that haven’t. And some of the key things that I’ve seen when it comes to quoting on the spot that work really well, and I’m gonna run through these very quickly because today is a super short and sharp episode, right? But it’s all about number one, preparing their customer around what’s coming, right? So letting them know that there is the opportunity for them to make a decision on the spot.
Number two is preparing themselves so they can quote on the spot. Number three is knowing how to word, knowing how to phrase, hey, Mr. or Mrs. Customer, can I have a few moments? I’ll pull together your quote, right? So phrasing how you’re gonna do it so you can buy yourself some time. Number four is all about making sure that when we do quote on the spot, we run through effectively exactly what we’re gonna do for our customer to gain some confidence from them that they can trust us, right? We’ve spoken about trust across the last few episodes.
Go back to episode 256 if you wanna see the specific piece around that, but how we can build the trust that they can trust us to move forward. And lastly here is all about making sure we’re clear on what the next steps are, i.e. what would you like to do next? Now, that was very short and sharp when it comes to preparing for quoting on the spot because the main thing that I would like you to be taking from today’s episode is to prepare your mindset to get more deals done on the spot because in our next episode, episode 261, we’re gonna spend a little bit more time digging into some of the key things that you can do to make sure you are able to quote on the spot. All right, so I’ve mentioned that a lot today.
As you’re leaving out from today’s nice short and sharp episode, what I’d like you to think about is are you open to getting more deals done on the spot? And if you are, next episode on Wednesday is gonna be the one that gets that done for you. All right, so that’s gonna be it for today. It’s one of the shortest episodes we’ve done.
I wanna try something a little bit different with those listening. It’s all around mindset, getting you ready to go. So as you move out from today’s episode, please remember we’ve got some great programs coming in the coming months.
There’s a wait list via the show notes. You just need to click on these to register because they are gonna be wait list only. A lot of them are gonna cost nothing.
Right, but please jump into those show notes, make that happen. And then between now and Wednesday, have a think about is your 1% better every day? Learning how you can quote on the spot because if it is, come in ready to go and we’re gonna hit it nice and hard. That’s it for today.
Bye for now.