EC: Avaliar Sucesso do Contato

Como avaliar o sucesso dos contatos de venda?

 


Resposta: Visitas bem sucedidas resultam em Avanço ou Pedido. Continuação é um resultado negativo. O resultado da visita de venda é medido pela quantidade de ações (de ambos os lados) resultantes da visita, que avancem a venda para a decisão da compra.

  1. Pedido: O comprador deixou claro que não existe dúvida que você ganhará pedido.
  2. Recusa: O comprador deixou claro que não irá comprar com você.
  3. Continuação: O comprador foi educado, mas não existe nenhuma ação que evolui a venda.
  4. Continuação: Uma reunião para dar prosseguimento sem nenhuma ação de evolução de venda é uma Continuação. Se nessa reunião participassem outros influenciadores, aí seria um Avanço.
  5. Avanço: Existe uma ação – reunião com o parceiro, que avança a venda para uma decisão de compra.
  6. Continuação: A porta não está fechada, mas não houve avanço e poderá haver recusa, caso não ligue.
  7. Avanço: Aqui é um forte avanço. O comprador propõe duas ações, uma para o vendedor (ajustar a proposta) e outra para o comprador (apresentação para o comitê).
  8. Avanço: Não chega a ser um pedido, mas é um Avanço Forte.
  9. Avanço: O comprador propõe 3 ações: o vendedor preparar uma demonstração, o comprador participar da reunião e trazer o diretor de operações.

Saiba mais. Executar ContatoAbrir ContatoPlano de ContatoPlanejar  Compromisso. Pergunta de SituaçãoPergunta de Problema. Pergunta de Implicação. Pergunta de SoluçãoDemonstrar CapacidadeCaracterística, Vantagem e BenefícioDeclarar benefícios. Fórmula de Valor.  Estratégia de Valor. Preço x Custo x ValorJustificar ValorJustificar Valor com ROI. Avaliar Sucesso do Contato.

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