Without underestimating the creativity that is so important for success in sales, nothing more false than the low priority given to planning for success in sales. In fact, large companies should be treated as projects and must be provided (see the video of Eduardo Botelho speaking Sales planning consultant). The rush by big companies deserve to make a program (even mentally) and a treatment plan, because these are important questions about the division of the price of labor (pre-sales and consulting) and a timetable have not failed. Participate in an offer to buy or an offer of large (Request for Proposal) private, are undoubtedly the projects, involving many people and leadership expectations.
But more than simple control aspects involved in a project that is the issue of planning is the key to winning major competitions. Almost good deeds is necessary to know the client, their needs, to participate in the competition, the executive decision makers and the status of the bidding process. This brings us to other key issues. Before planning our strategy to attack the company, you card account and opportunities that involve visits, interviews, collections and a lot of research. Only after knowing full well the situation that we can get our chance to design a winning strategy.
A planning meeting for the business should be carefully prepared by the contractor in charge of him, invite others to join, which can add value: Your Boss, pre-sales consulting, business (trade can lead to financial rewards), and legally. The information to be submitted for discussion to be blocked by the subject, namely access to decision-making power on the client, the relevant aspects of technical sales and marketing, financial and contractual (CGV - Conditions). To this end, the seller must be prepared in advance.
With regard to the access point to power, we should consider:
- Who are the relevant data into account: it uses, which will decide who to support, who is technically assessed and who will pay?
- We must get the consent of the manufacturer to open doors to information about pain and needs.
- We must win the support of the decision maker to help us refine the vision obtained.
- DM will accept our assessment of the situation.
Regarding the sale of art, it is important for us to answer some important questions:
- We have a solution that is tailored to meet customer needs and pain?
- The solution has been presented in any position of power?
- How our solution is comparable with the best published competitor (points of advantages and disadvantages)?
- If it is a proof of concept, which was a success?
- Who uses and who pays believes technical solution presented?
Finally, the challenge to close the deal also be addressed in a structured way:
- Who decides and who pays the agreed purchase recommendations, using techniques and approved?
- Problems regarding the original proposal are resolved (technical, financial, customer service, delivery and contract)?
- As you compare our financial proposal / contract subject to the best competitor?
- We accepted the final proposal?
- The contract was awarded and the errors corrected (adjusted) of the act of both companies?
- The agreement was signed?
The meeting for business planning is even more effective, you should create a form with all the above questions, weighing the importance of each question and score responses to assertiveness. This simple arithmetic tabulation of responses to each question, the sales manager is a clear indication of how close we are to win business. But beyond the issues in table form, it is important that the sales manager is a keen and research during the meeting, so that the process of sales management is actually done with high quality and that all relevant issues are under control.
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