Bidding on Orders

Q: How do I keep from having to bid on orders?

A: Many distributors feel that the only way they can sell anything is by bidding on orders. When customers tell you that they are taking bids for a project, run the other way as fast as you can. Instead of wasting time preparing paperwork and cutting prices, invest your time more wisely by looking for customers who want quality and service, not just a cheaper price. Once you establish a reputation as being the cheapest vendor around, you will have a hard time selling at prices you deserve. Have the courage to walk away from sales that make you so little money; they just aren't worth the effort!

Instead, start by using the proper body language, as well as carefully choosing your words, to appear confident and to show people that you want to hold your prices. Remember the following body language strategies:

Maintain direct eye contact. Never look down at the ground when you’re trying to close a sale, so as not to appear weak.

Always smile. Doing so sends a strong message of friendliness and confidence and it also encourages openness.

Keep your head straight. A tilted head is a sign of submission and hands in front of your mouth also sends the wrong message. Stand up straight while leaning slightly forward to show that you are open and listening. Rocking back and forth on your heels makes you look out of control and nervous.

By implementing these strategies, you will increase your chances at getting the price you prefer. As a bonus, you will feel good about yourself and have more energy to pursue the next deal!