"naw, I dont need anything now" how do you respond to that?

1. It seems you have not sufficiently engaged the prospect:
a) Understanding their purchasing decisioning factors (weightage of quality, pricing, relationship, etc...)
b) Samples may help if you can provide
c) Looks like your scope involves account development which then means you need to qualify your accounts/prospects into buckets. Then you may want to understand their budget (buying potential) so that you can prioritize your efforts.
d) You are right in that you may be sidelined against another preferred supplier. If you are confident that you can win on pricing, then just sit back and be patient. Otherwise, you may want to offer value adds with a limited time to respond.
e) Always put a time validity for your quotes.

Quote:

Originally Posted by halidon

Well, my first meeting with him was a set appointment and I basically went over a catelogue review for him. As he found items he used regularly, he pointed them out and told me to go ahead and quote him on those items. But I made the initial call to his office to set up the meeting, so it was not like he called in requesting a quote.

It looks like the "quote" wasn't tied to any specific action steps or commitment. Does that make sense?

Quote:

Originally Posted by AZBroker

It looks like the "quote" wasn't tied to any specific action steps or commitment. Does that make sense?

Ok, i should have asked him if the price was right, would he move ahead with a purchase. Thats something I always forget to say!

Quote:

Originally Posted by halidon

Thats something I always forget to say!

It happens.

You must be pretty new on the job. Most seasoned sales personnel would be very lucid in terms of the decisioning process. Remember to keep your eye on the ball and keep it in your court.

Quote:

Originally Posted by isollae

You must be pretty new on the job.

In a previous thread Halidon mentioned that he was still in training.

Halidon,

Here's some other ideas...

I felt like there was more I could have done besides just accept his answer. Has anyone felt that way?

I'm sure we've all felt that way when we've run into a new situation, and I think it's great that you took the initiative to get some other input on ways to avoid the "I shoulda said something" blues

If someone tells you they don't need anything, how do you respond to that?

How about something like: Well, then I'm glad you have the quote now so you have some time to review it. And, I'd really like to touch base with you when you are going to be placing an order for these widgets - what's your timing for your next widget order? Around the second week in August? OK, I'll give you a call the first week in August to follow up.

The objective is to get him from buying bits and peices in the store to buying things in on a regular basis from me the rep.

This could give you a great opening. When he says he doesn't need anything now, you could say something like: Well, then I'm glad you have the quote now so you have some time to review it. And, I'm really looking forward to working with you on ordering these widgets. I know you're picking some things up in the store now, but I can provide much better service to you when you order direct, and it will save you time and [mention the benefits of working with you]. I'd appreciate the opportunity to prove myself. How about if I give you a call right before the next time you order, and if our price is competitive, I can show you the great service and quick turnaround we provide. What's your timing on your next widget order? etc etc

Hope that helps some. Keep thinking and finding better ways to handle new situations, and you'll turn into a great sales rep.

Kathleen

Never quote a job/project until the prospect is ready to buy. Asking small closing questions such as "how will it ship?", or "what sort of terms should I include?", or other minor closing questions will give you a clue as to it's reality. If it's a real project, try and be the last quote in - that avoids the "I'm still waiting for quotes" answer. Ask him "when do you need this quote?", and when he say's "Tuesday", say "Is there any possibility I can get it to you Wednesday?, I'd really like to verify a few minor details that may save you some money on this", or, "I want my specs reviewed by one of our technical guys to see if there's anything I can do creativly to save (money/time/labor/etc). This way, he cannot use the "I'm still waiting", because you had permission to miss the deadline.

Quote:

Originally Posted by halidon

Well, my first meeting with him was a set appointment and I basically went over a catelogue review for him. As he found items he used regularly, he pointed them out and told me to go ahead and quote him on those items. But I made the initial call to his office to set up the meeting, so it was not like he called in requesting a quote.

It doesn't seem like this was really a sales call. Him pointing out items that he uses doesn't really bring about much dialogue. Maybe instead you could have approached him with an opening like, "Do you mind if I ask a few qustions about your business?" It will get him talking. Maybe he has frustrations with different suppliers or a particlar product that he's had problems with. Until you know some of these things, you can't really sell him on your service.

Susan

Quote:

Originally Posted by susana

It doesn't seem like this was really a sales call. Him pointing out items that he uses doesn't really bring about much dialogue. Maybe instead you could have approached him with an opening like, "Do you mind if I ask a few qustions about your business?" It will get him talking. Maybe he has frustrations with different suppliers or a particlar product that he's had problems with. Until you know some of these things, you can't really sell him on your service.

Susan

Good point. I failed to read the whole dialog. During the visit, you may have asked "why"... "why do you need these?, are your current parts failing?", "Does your current supplier charge too much?", "are you developing new product lines"?..

The last one is really important, even though it doesn't exactly follow the normal line of questioning. If you can get your foot in the door of the "new" product line if they have any, you may find it easier to be the "go-to" vendor for those parts, and pick up the balance of the business through your performace on new lines.

"naw, I dont need anything now" how do you respond to that?

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