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04. Quotation

Added Value

Quotes are an extremely important part of the sales cycle. Not only are quotes the blueprint for the contract, but they are often the first impression we leave on our customer.

Quotes give us an opportunity to make a strong brand impression, and demonstrate our commitment to the customer. Quotes can move our deals forward by:

• Making a positive first impression (accurate and professional document within their time frame)!
• Giving you the first mover advantage (whoever delivers the quote first often gains the advantage in the negotiation process);
• Setting the starting point for negotiation;
• Getting the customer to commit.

We can implement metrics, such as:

• Average Quote Value
• Percent of Opportunities Quoted
• Discount Performance Trend

What you need to know to start...

A quote should be created from an opportunity. There are different scenarios that lead to the creation of a quote, illustrated below: