Today, the sale is a work primarily intellectual rather than physical: as many years of experience, more hours of work and more effort is not enough. The seller must develop and exercise their ability to think and plan specific sales activities to be carried, because the type of sale that takes place so requires, to achieve its quota or goal. Sales action without planning is expensive. Plan, not a cost.
To carry out proper planning, first, the seller should be aware of the activities that make the sales process that continues at the current sales system for which he works. Second, if the seller has made in that old school "qualities Seller of success "is more than likely that still believes that success in sales achieved exclusively upon their individual qualities, divorced from the needs of the customer and the sales process to follow to satisfy them.
The seller must know "see" success, before trying to do, then you must act in accordance with this view, taking into account the impact that each of their actions in achieving of its envisioned future. In other words, the seller must overcome first in the plan: develop your script for success, refine it, polish it and run.
The starting point for planning activities is the establishment of the objective or goal (quota), which determine the amount or volume of sales to be achieved in a period. Whereas, moreover, the average sales amount to accomplish each time you make a purchase, you will have and the number of closures you must do to meet its quota for the month. Then you must set the method will continue to achieve its quota.
The sales professional will use a key: The Visiting Plan Report, which lists customers or where the seller plans to go during the day, week or month.
Depending on the importance of the customer, the magnitude of the order that they anticipate the information and advice which you intend the answer to a previous objection and other factors, the seller will define the time that should be devoted to each of the planned visits. The concern here is the good use of resource time: produce as much output per unit of time.
sales All visitors must have a goal. Unless the seller has a reason specific which makes the visit, not how to measure the result of it. Forget the routine visits without rhyme or reason: "I stopped by to say hello and between," that only condemn you to mediocrity.
Since a visit that is effective or not, this will be the basis for the continuation or modification of the sales strategy. Four questions to answer after making each visit:
What happened during his visit?
What should have happened during this visit?
What should you do to make that happen, and when?
0 comments:
Post a Comment