Prodajne veščine in hitrost

Posted on by Peter

Spodaj so opisane prodajne veščine in hitrost, ki odloča o tem ali bomo prodali ali ne.

»Niso veliki, ki pojedo majhne, ampak hitri, ki pojedo počasne«

Prodajne veščine in hitrostTako pravi citat ene izmed knjig o prodaji. In drži. Vprašajte tiste, ki delajo v prodaji in tržijo svoje produkte preko telefona. Zagotovo imajo kar nekaj strank, ki so jim odgovorile »smo že kupili, hvala:)« In vprašajte pravzaprav kateregakoli drugega prodajalca na terenu, ki so mu odgovori v stilu »joj, pa ravno prejšnji teden je bil pri nas….«stalnica.

Priporočamo: vrhunska priprava motivacijskih teambuilding programov – ETC Adriatic

Hitrost v prodaji je pomembna

Zato predlagam, da, ko razmišljate o vzpostavitvi nekega prodajnega kanala, da med obvezne elemente razmišljanja dodate odzivnost. Pri tem dve stvari: odzivnost v času (sekundah) od prejetega povpraševanja, odzivnost v času (tudi tu je najbolje, da merite v sekundah) od podanega odgovora na povpraševanje (ponudba, informativni izračun, informacija, karkoli, odvisno od povpraševanja), ter način odzivnosti. Za določene reči zadošča tajnica, za druge reči lahko naročite outsourcing (blagor podjetjem, ki se ubadajo s tem, da za svoja povpraševanja razmišljajo o outsourcingu:) – but it can be done), lahko si omislite vse mogoče oblike javljanja in sprejemanja klicev.

Rekli boste, da malenkost pretiravam s temi sekundami.:) Njak. Ne drži. Sicer imamo sekunde za to, da merimo v njih isto kot minute, ure in dneve…a vseeno. Poudarjam sekunde, ker je bolje, da vam stranka reče:« u mast, vi ste pa hitri« kot:« u mast, mi smo pa že kupili.«

Ja, vem, da je tole sicer lahko večna dilema in, da ima svoje argumente tudi to, da je pametno malo počakati, razmisliti, dati stranki, da se »kuha«….
Bodite pozorni. Takšne odgovore vam dajo lahko druge službe (npr. dizajn, npr. nabava, npr. prodajnik, ki ima plačo nevezano na provizijo,…), a prodajnik na proviziji? Ne kupite tega izgovora. Never.

Prodajne veščine in hitrost

Pri vsem tem je pomemben še know how. Ni samo važno, da se odzovemo, pomembno je, da se odzovemo pravilno. Da znamo slišati potrebo na drugi strani žice, da znamo (kljub klicem, ki stojijo v vrsti in čakajo na naš odziv) »stopiti na žogo« v primerih, ko je to potrebno in, da znamo hitro končati pogovor v primerih, ko gre za »spoved«.

Za »spoved« sicer gre v večini primerov, že, če samo nakažemo, da znamo poslušati in, da nas reč zanima. Ljudje si vsi tako srčno želimo biti slišani. Hrepenimo po tem. In v vsesplošni hitrosti, ihtavosti, lovljenju ciljev, rezultatov, nagrad, statusa, ne vem česa vse ne…. nas danes res malokdo zna in sploh hoče poslušati. V klicnem centru  je zato pomembno, da znamo poslušati in slišati. A kot je rekel moj prijatelj….čeprav bo kruto….«poslušati tistega, ki plača.« Stranka je kralj, pravijo….ampak le, če plača. V nasprotnem ste vi prostitutka, ki daje vsem za drobiž.

Zgornje še v številkah: v mojem primeru, kjer produkt zahteva nekaj več slišanja, porabimo v povprečju 4 polne delovne ure za to, da ujamemo cca. 14 strank. V povprečju obdelamo cca. 30 – 40 kontaktov, ki jih potem prefilitriramo v 4 urah v teh 14 potencialnih strank (srednje vroča roba). In naprej: feedback naknadne realizacije pravi, da izmed teh 14 potencialnih strank, v realnosti nastane 5 kupcev (ultra hot roba). Noro, ne? In resnično. A, če tako vodimo posel, recimo klicanje strank (ali sprejem povpraševanj) je vse ostalo za večanje posla in zdravo, organsko rast, samo še matematika. Ko imamo znane te elemente enačbe, prihodnost prodaje tega posla, na ta način, več ni neznanka. Nasprotno, rezultate prodaje lahko napovemo in še: lastnikom ali komerkoli pač (ki ima interes) lahko argumentirano dopovemo brez velikega truda, v kaj se splača vložiti dodatna sredstva in predvsem zakaj se to izplača.

Oznake besedila: Prodajne veščine in hitrost

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