“I’ve got a lot of quotes out there. Now I just need to close them.”
Yup. And then the step after that is learn how to sell…differently. Sell so well that the close happens naturally, without negotiation, conflict, or concession.
See, if you’re leading with price, you’re lining up alongside competitors, hoping to convince the customer to choose you. That’s a tough spot to be in—and yeah, you’ll need closing skills there.
But what if you went upstream? What if, instead of asking, “Do you have anything I can quote?” you asked better questions? What if you sought to understand their business, their challenges, their goals—and then offered a solution that used print to solve a problem?
Now you’re not dealing with a buyer—you’re talking to a decision-maker. Now you’re not competing on price—you’re competing on value. And when you bring the right solution to the table, you’re not “closing.” You’re getting the order because they trust you, they need you, and they see the fit.
You don’t need to close if you’ve sold it right from the start.
