Quote & Close = Selling More!
When a customer asks “how much will a pool cover cost”, what they really mean is “can I talk to you about a pool cover for my pool?”
Rather than jump into attempting to quote and then trying to close the sale just on price, here are some suggestions:
1. ASK QUESTIONS
Ask them what they want from a pool cover? Is it to save water (evaporation control), keep their pool clean or to warm the water? By asking these questions, you’re establishing yourself as a Daisy Expert. As soon as they reply, you’re engaging them in a dialogue and starting to build a trusted relationship.
2. BE THE EXPERT
Start providing some advice – use all the tools we have on the Daisy website in our FAQs and more! If you need any training, just let us know – we’re here to help.
3. START THE QUOTE
Pricing up a quote is as simple as multiplying the square meters of the pool by the pool cover m2 price.
Daisy has made quoting pool covers easy. Every pool cover has a square meter price.
a). Simply measure the length and width of the pool. Then multiply together to get the square meters (length x width = m2)
8.2m long pool by 3.9m wide. The cover they want is the 525 Blue at $17.50 / m2.
(8.2 x 3.9 = 31.98m2 x $17.50 = $559.65)
b). Step area? If the pool has steps, here’s another opportunity to show your expertise. Here are some tips and FAQs on how to measure step areas.
Mobile? We all have a mobile device that can access the internet. Simply log into the Daisy website to get the latest retail pricing using the quote calculator.
Pop in the pool measurements, select what you want and the tool will calculate the recommended retail price immediately.
4. ASK FOR THE SALE
Don’t forget this! Once you have done all the hard work and designed the solution and price for the customer, ask for the sale!
Some simple questions:
- What colour do you want? Is it the 525B or Titanium Blue you wanted?
- Do you want to install this yourself or would you like me to do it?
- Would you like me to place the order for the cover and roller now?
Oh and add on if you can – what sort of décor is your backyard? Is it modern or contemporary? If modern, why not sell them a 316ST stainless steel roller or compact, why not a UBR which is a great dual purpose product!
The close: A customer is just as busy as you are. The more you can make it easy for them, the easier it will be to close the sale.
Remember, don’t let them walk out the door saying that they’ll get back to you. If they do, try and get their contact details and follow up!
If you need help with a tricky quote or would like further training on measure, install or sales contact your local Daisy Area Manager or email us.