Don't waste time with unqualified prospects

[subornaakter40]

Preparation of quotation
However, exploration, survey and diagnosis only help you prepare the quote in two ways: a quote that is right the first time , which is based on a thorough survey of your clients' needs that suddenly synergize with your commercial proposal and, secondly, a quote based on a standard need that you can cover . But it may also happen that the need cannot be covered by your solution and then you end up applying a second filter to refer the business opportunity to another consultant.

Submitting/submitting a quotation
At this stage of the sales process, after analyzing the different quote scenarios, we proceed to define it in order to present it to the client. Here again we are going to identify two scenarios: an exact quote and a quote adapted to the client's circumstances and the possibilities of the seller/company. However, we are not going georgia telegram data to affirm that one is better than the other, but rather it will depend on each case and how the negotiation stage occurs .


Negotiation
Negotiation is the stage prior to closing a sale where both parties (seller and customer) must negotiate their conditions to reach a commercial agreement . It often happens that some recurring customers tend to want to impose new conditions on a previously discussed proposal, either because something does not convince them or because they claim a certain status of exclusivity with your company and expect greater benefits during the negotiation.

The other scenario is that this point is skipped and it is assumed that the sale will happen because the client accepted the commercial proposal. It is essential to understand how much time each opportunity covers , because in this way you will be able to understand if your clients will be able to comply with the payment or if you will have to dedicate more or less effort.

During negotiations, frequently if the sales process is not well designed, it does not have sufficient control and authorization mechanisms for what you are selling. So, it can happen that the seller, in order to achieve the sale, ends up negotiating aspects that are not so convenient for the company, such as setting unrealistic deadlines for delivering a product to a client. Many times, in the eagerness to sell, a seller negotiates something that he cannot sustain later and not only fails to meet the client's expectations but also harms the company's interests.

When the sales process is not coherent and orderly, you end up skipping stages and depending on the talent of your salespeople to generate opportunities. Organizing and structuring the process allows you to avoid the know-how being appropriated by star salespeople so that knowledge becomes a value shared by the entire sales team and generates homogeneous sales results.