Just as you wouldn’t be quick to quote a prospect—the same goes for your current account.

Many amateur sales people think that when a client calls and wants a quote on something that we are in service to them by emailing a quote with no process. Wrong. You owe your client the very basics of the sales process. Take them through the process.

“I’m happy to quote you. Can you tell me a little about where you are in the process and what you’re looking for?”

When someone makes the call to you asking for a quote, just remember they are 75% of the way down their process. That’s dangerous. Don’t get lazy and jump to the quote.