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Thoughtful Thursdays – Don’t be so quick to say: “No”

The topic of declining to quote on a sales opportunity came up in conversation with a client recently. Today’s Thoughtful Thursdays sales topic is about thinking more before saying “No”.

Sometimes saying no to a sales opportunity is the best response. There are times however when it is not.

When a prospect asks you to quote on products and services, it is often because a business relationship already exists or they have been referred by a mutual acquaintance. If you can supply, the business is within reach.

Small businesses may decline to quote because they do not have the output capacity or resources to fulfil the need.

If you are unable to supply, think bigger. Is there another supplier who you might be able buy from and resell the product? They may even provide a discount for resale. Outsourcing is an option for suppliers as well as purchasers.

Just because in house capabilities may not be available, do not overlook the potential to outsource before saying “No”. It may be your opportunity to move to the next sales level.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.


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