It's not your neighbor makes you win!
We spend much time talking about the closure. We focus on a presentation to the grand final or a proposal. We give the correct way to stop, how to order in a better way to ask. Frankly, it's too late, sales have not won or lost, it is ultimately won or lost long before the distribution process and, unfortunately, likely to spend less time.
The sale is won and lost in qualifying and discovery. But these are probably theThe areas we focus on at least.
Qualification. Or, as I look at her, "vicious circle rather decadence" Too often, a bad bargain, meaning that quotes are not good for us. You can offer the real purpose of the customer to spend money at a problem or an opportunity to address. But is it wrong for us. Are you a poor choice for our skills. Others may demand a much better way than we can meet. We hunt, but our funnel is empty, we know that offers trackingcan not win. We know that the force of personality, persuasiveness, that we have customers who do not convince. We had our time and the customer has a bad deal. Winning starts with the right offer and competing vigorously in the funnel!
Discovery Understanding what the customer is trying to do. Learn about their problems, needs and desires. Understanding the priorities of each person involved in the decision. Learn to buy, which will be involveda decision. Knowledge of the alternatives under study for them. Beginning to facilitate their purchase. We rush to bring the discovery phase, we talk with our products and solutions. We are looking for a few trigger words or phrases that allow us to set up and concluding the discovery jump. "You have a new software system? Stop, I did exactly what you want!" New production system to operate? "" I have a deal for you ...."
The discovery phaseis, if the client includes a timetable for us. This is where we say: 'This is what he should do, is the need to understand what this journey, possessions of the most attractive solution, and you deserve your business. " It is our responsibility to continue as a seller to ask questions, explore, discover until the customer has defined what it takes to win. I've simplified, is an iterative, is a lot of back and forth, there's much we can do to help. If weTo do the right job for the discovery of the set, the client, what is needed to win the heart of our commitment to offer the right solution and Close. We do not have to guess, we know that our time pitching and their features and functions that are not important to them. We focus only on what they need to make a decision. We use their time, what they want and not waste our time.
Presentation of our solutions, the importance of closing. It is important to present a convincing answer and to ensureThe customer sees as better than other alternatives. But if we have the right job qualifications, we can follow the wrong address. If we take the right job for the discovery, we have no idea what the customer wants. If you have enough time to gain - first - the business?
It39s | neighbor | makes |