I think Good, Better, Best starts long before you send the quote!
One of the biggest things I learned about sales this year is selfless communication. Before presenting options, you need to understand the customer’s pain points, priorities, and what they’re ultimately trying to accomplish.
We’re the experts in our respective industries, not the customer. They shouldn’t have to decipher three packages and figure out which one is best for them.
The real value comes from being able to say, based on what you’ve shared with me, here’s what I’d recommend and why.
That doesn’t always mean recommending the most expensive option. Sometimes the basic option genuinely meets their needs.
I’d structure each option around the outcome it delivers rather than just listing additional services. What problem does each tier solve?
Jobber is the vehicle for presenting the quote, but the conversation leading up to it is what makes those options meaningful.
Sell the solution, not the package.
