Are you failing to close deals?

Deal closure is a delicate sales process and can be a frustrating experience for both a buyer and seller. But why do many deals fail to close? This is a topic that is constantly on the minds of sales directors, marketing directors and commercial managers. A typical scenario is that a buyer and seller have a great conversation, talk through the options and discuss a solution. The buyer is ready to buy and the next step is to have a written quote, from the seller, so that they can finalise the purchase internally. The seller is happy leaving the meeting, and heads back to the office. But what happens next?

The seller gets back to their office, and starts working on the quote. It should be simple, but quickly turns into a nightmare. The seller has difficulty finding the correct pricing, the quote template is out of date, the product that they discussed with the buyer looks like it is not in stock. Days go by, because the seller needs to talk to their manager, who is on holiday, about pricing approval and getting new stock. Meanwhile the buyer is becoming increasingly frustrated, because they need the new solution and the seller has disappeared. When the quote arrives several days later, it is not what is expected. The seller calls the buyer and this time the conversation is not that positive. If the seller is lucky they get another meeting to discuss further, but all too often it is too late.

At Apparound we understand the different needs of buyers and sellers. We also believe that quoting should be in real-time. What we find is that when a buyer and seller build a quote collaboratively, the deals are three times more likely to close, and close much more quickly. We have built Intelligent Quoting, that enables buyers and sellers to work together in real time. It combines sales content with quoting. There is no need for a seller to return to the office before a quote is sent. Before the end of the meeting, the quote is in the buyer’s email inbox.

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