After discovery, the customer wants to know what you recommend and what it costs. Sales adverts in Ghana often ask for people who can prepare quotes and proposals, and O*NET lists preparing presentations and proposals among the tasks of sales representatives. A clear, honest offer makes saying yes easy.
Present around their needs
Do not recite every feature. Go back to what you heard in discovery and connect each part of your offer to it:
"You told me the fridge goes off during evening cuts. This system runs a fridge and four bulbs for about five hours. You said monthly payments suit you better, so here is the instalment option."
Keep to the two or three points that matter most to this customer. If you offer options, give no more than three, and say which one you recommend and why. Too many choices make people delay.
Show, do not just tell
Where you can, let people see the product working: a short demo on your phone, a video, photos of a real installation, or a sample to hold. For software, a five minute live demo beats a long description. Proof builds confidence more than adjectives.
Writing a clear quote
A quote, sometimes called a quotation or price offer, is a written statement of what you will supply and for how much. A good quote includes:
- your company name, contact details and the date
- the customer's name and organisation
- each item or service, quantity and unit price in cedis
- any extra costs: delivery, installation, taxes or monthly fees