3. – Visit potential suppliers, that is, enter the specialized showrooms or exhibition halls of the producers.
4. – Following these visits, they make a short-list of possible (preferred) suppliers. This selection is based on how positive the experience of the visit has been, for the attention received, the know-how shown by the seller, the information obtained and the services offered.
5. – Comparison of quotes. They do it in the tranquility of their home, together with their spouse and perhaps a trusted technician. The quote’s form, style and richness and the client’s understanding of it, play an important role in preventing the comparison from being limited only to the financial aspect and final cost.
6. – Selection of the quote. At the end of the reading and comparison of the quotes, a ranking of possible suppliers is made. The choice is made taking into account the product-supplier link.
7. – Confirmation of the choice. The client returns to the showrooms following the list drawn up. Price negotiation takes place, at this point the good seller now acts as a negotiator.