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Ask yourself these questions: • How will the fuel be delivered to each piece of equipment? • Will each refueling occasion be time stamped, equipment identifi ed and fuel measured? • Is all invoicing accurate? • Am I getting the data required to calculate the best return on my fuel investment? Fuel is a non-renewable resource, so it is important to try and minimize consumption wherever possible. When you have consumption data available, in addition to accurate invoicing, you are prepared to make operating deci- sions that can cut the amount of fuel you use. Total Fuel Management uses state of the art digital technology that will make your life easier and the benefi ts translate to your bottom line. Jack Lee is president and CEO of 4Refuel Inc. – the largest onsite fuel management company in Canada and a global leader in technology de- signed to help businesses reduce their fuel expenses. Have a question about fuel? Ask the fuel expert by e-mailing Lee at AskTheFuelExpert@4Refuel. com. Are you getting all the fuel you're paying for? continued from previous page person. Estimating and preparing the bid is only half the work. To sell more than low price and present your quality workmanship, you must do more than fax in your bid. Go see your customer and bug them until they buy or die! Bids don't sell, people do. 6. Your price is not too high! Be confi dent in your company and what it has to offer. When customers tell you your price is too high, always answer: "No, it's not," then patiently wait for them to speak the next words. They will always tell you some- thing you can comment on in a pos- itive or creative manner. If you quickly respond with "No, we're not too high," and don't wait to hear what your customer has to say, you start an argument you'll lose. Let them talk fi rst, listen, and look for ways to offer suggestions to improve your position. Ask them the same questions we discussed earlier, and look for ways to help them reach their goals and use your company to build their project. You may have to give and take a little on price to get the job, but without a conversation, you have no chance. 7. Always ask for the order! Most bids and presentations end without the presenter asking for the order. When you don't ask, the answer is "No!" Get in the habit of asking these tough questions: • Will you negotiate? • Who else is bidding? • Who have you used for this be- fore? • How will you review the propos- als? • What is the contract selection criteria? • What is the most important se- lection criteria? • If all else is equal, what are the chances we have to be awarded the job? Selling quality takes persistence, discipline and determination. The ten- dency is to get caught up in the price game. The fi rst question is always "How much?" People buy price once and live with quality forever. Your job is to re- mind them of this over and over and not let them forget what you have to offer. Never assume by doing good work you will get the next job at your price. Try implementing these seven ideas, sell more than price and see your bot- tom-line improve. George Hedley is the owner of a successful commercial construction and real estate development compa- ny. Over 28 years ago, he founded and built his business from $ 0 to $50 million dollars in only 7 years. As rec- ognition, Hedley received the nation- ally recognized award "Entrepreneur of the Year" by Ernst & Young and Venture magazine. Hedley's experi- ence starting, growing and building his business into a systemized man- agement run company enables him to show you how to get your business to work. As a Certifi ed Professional Speaker he will help your organiza- tion build people and leaders, create long-time loyal customers, focus on bottom-line priorities, install systems that always make a profi t, continu- ously improve, grow equity and build wealth. He is the author of "The Busi- ness Success Blueprint" and "Get Your Business to Work!'' Can you sell more than price? continued from page 86