Quote turnover Trilogy
Many of us have when doing business will encounter such problems, in particular machinery and equipment we do, even more so. What kind of problem? Is to offer not know how to follow after the right, it is difficult to judge a How likely is closing quotations. What is more, not whether it be on March 7 21, as long as they offer, the blind track, and sometimes self-defeating lost the opportunity of transactions do not say, and white spent lot of time costs these areas.
Of course, as I said above the problem is not all people will encounter trouble, when you offer very little hands need to be addressed when the time cost for the case, there was no major impact, but the other hand if you offer a lot of that this time will certainly be a serious analysis of each offer, and this rapid turnover and how to reduce the transaction time in terms of very important. The following are some of my rule of thumb in this regard, for your reference, also hope that friends of a more reasonable approach or method, with the exchange and common progress.
Generally, we offer the following to the transaction to go through several processes, each process is of course a certain amount of transactions indicate the opportunity, I took this as “offer closing trilogy.”
First, send inquiry to us to invite our customers, we offer to our customers. This is the first step that with this step, generally speaking, from the probability that we will have a chance of about 30% of the transaction. In other words, as long as you always offer to customers, even if you offer after the last turn a blind eye as long as you do the right quotation. will have a maximum of about 30% of the quote is transactions.
Second, when you offer to the customer after the other party take the initiative to raise objections at this time of the transaction opportunities that will further increase of 30% and 60%. Suo Yi, when we went out at the prices quoted, we should try asking the other side of the quotations to follow is there Fangmian of doubt Deng Deng, Jin Keneng of Tichuyiyi to each other, so it can increase the chance of transactions. If the customer does not have any objection to it, and follow-through after we first did not say what the other is characteristic of the objection, then we can identify opportunities for transactions of this offer is very low, and in general his inquiry to us just want to use our and others Bibi, and he has already decided and cooperation of the house. Well, this time to change the customer's mind is very difficult, and this time we can give this customer the right (of course, this situation is built on the basis of busy, if there is not any other emergency This is also a time when customers can continue to keep track of customers, sometimes, there are also a windfall for).
Finally, of course, is to resolve the objections raised by the customer. And customers through our communication, discussion, solution allows customers to finally agree, then we can also contract the opportunity to increase 30%, and this time we have the opportunity to reach 90% of turnover. In this way, we just think of ways to signing up. Of course, if we do not have solutions to the objections raised by customers, or our solutions, or the program will not make customer satisfaction, then, I think this deal is almost zero chance, and can only look forward to the next cooperation.
These are the “offer closing trilogy.” See here, many of my friends would ask: “What if we give customers also agreed that the program, how only 90% of the transaction opportunities ah?” Here I have to say the remaining 10% is the chance factor in the , it was also known as causal factors or luck. In other words, even if we and our customers have set everything on, then there is no sign of the times in the uncertain factors are all inside.
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Comment by coach outlet — January 13, 2011 @ 1:29 am