The "Quotation Loss"

This podcast focuses on the issue of "**quotation loss**" in sales. Sales representatives often have high expectations when they receive a request for a quote from a customer, but in reality, they are often **ignored after submitting the quote**. This is often because customers are simply **seeking competitive quotes** and **want to know the market price**. Especially for specialized products, the market price is unclear, so they tend to request quotes from multiple companies to get an idea of prices.Sales representatives **spend a lot of time and effort creating quotes, but this does not always lead to a contract.** As a result, they sometimes feel that "this quote will be wasted," leading to a feeling of **futility**. To improve this situation, it is important to try and get a **target price** from the customer, but customers are often reluctant to disclose this information, making price negotiations difficult.Furthermore, **increased competition** is also a factor that exacerbates "quotation loss." If a company's products don't have unique strengths, they are likely to fall into price competition. In addition, the **development of AI** is diminishing the value of proposal-based sales, and it is pointed out that AI may analyze customer needs and provide the most suitable proposals. AI may solve the problem of price setting, and prices may be set in a way that is beneficial for both the sales representative and the customer.This podcast discusses how sales representatives should respond to such situations and what kind of changes the evolution of AI will bring to the sales world. It is designed to help understand the current situation where many sales representatives are **struggling with creating quotes** and will be useful when thinking about future sales strategies.