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By Olivier Schumacher (More) • Last updated on October 16.08.2023, XNUMX • First published on 14.03.2019/XNUMX/XNUMX • So far 5240 readers, 2686 social media shares Likes & Reviews (5 / 5) • Read & write comments
offers too draw up belongs to sell. But what goes wrong when Seller prepare plenty of offers, but then no orders follow? Sellers and those responsible for sales must ask themselves this question.
There are many reasons to fulfill the desire for a written offer. Often, the seller simply wants to be present, even if a request is not yet precisely formulated.
What should the requestor think if we do not send an offer? After all, it's a chance! We should be glad that we are even asked! Such and similar considerations lead to rash written offers.
If there is no reaction to an offer, it is often due to the discrepancy between the initial inquiry and the actual need or the desired one Solution. It is only when you follow up that you come to further useful insights.
Often he wants Customer no longer buy because it is in a different price category, or one Investment is not ready at all. The result: the submitted offer becomes invalid or has to be completely reworked.
In order to avoid such duplication of work and, in case of doubt, to reject the desire for a written offer also appreciatively, sellers must find out as early as possible in inquiries what could speak against cooperation.
Possible critical points from the point of view of the seller should be addressed openly, for example the price range or the expected delivery time should be mentioned in the first meeting. Because the requirements of the customers and the possibilities of the seller are too far apart, a written offer can usually no longer close this gap.
On the other hand, if an offer is to become an order, sellers are not allowed to proceed according to the motto "If the customer so wishes, then I offer him this way!". Rather, they have to work together with the customer to find out what he wants and needs.
This can lead to a smaller or larger solution than originally intended. So it's always worth it for sellers Set and wishes, but also the expectations and fears of the customer based on a needs analysis.
Salespeople and salespeople must devote their valuable time to potential sales or profitable activities. Before any proposal is made, a needs analysis should be carried out to assess whether there is any prospect of the offer also following an order.
Oliver Schumacher is a sales trainer and speaker. The speech scientist (MA) and business economist (FH) worked for 10 years in B2B field sales for the branded goods industry. Today, the five-time book author gives tried-and-tested tips and strategies on the topics of acquiring new customers, offer management and price negotiation. His main clientele are small and medium-sized companies that have their own sales force. More information at https://oliver-schumacher.de All texts by Oliver Schumacher.
People, do not listen to what personal people say, do your own thing.
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