tailieunhanh - think like your customer a winning strategy to maximize sales by understanding ho phần 9

Chỉ cần tiếp tục sử dụng kế hoạch cho lợi ích của riêng bạn. Bạn có thể hiển thị nó cho một số khác chơi người trong quyết định mua hàng sau này. Nhiều người trong số những khách hàng không quá ấn tượng ban đầu đến xung quanh sau đó, | This document was created by an unregistered ChmMagic please go to http to register it. Thanks. PREVIOUS I NEXT Team LiB Chapter 10 Accelerating the Buying Process Overview Do you want to increase sales revenue There are two ways to do it. One is to increase sales velocity by increasing the number of opportunities that flow through our sales pipeline and close in any particular month or quarter. If we put twenty deals through the pipeline last quarter and we were able to put twenty-five through this quarter then we would have increased sales by 25 percent assuming they were similar in average size. The other way to grow revenue is to increase the average size of each sale. If we could increase our average deal size from 50 000 to 60 000 and we could close just as many we would see a 20 percent increase in gross revenue. I often ask new clients which one they want to focus on. What do you suppose they say You guessed it. Both There are many specific techniques and approaches that can be used to increase average deal size. One of the most important is reducing price erosion which simply means to quit giving away so much in discounts and price reductions. Negotiation skills is an entire subject area unto itself that we will not formally explore here but I would like to point out that . . . Our effectiveness in negotiations is determined by how well we establish and influence the perceived value in our customer s mind throughout the entire sales campaign. If our customer arrives at the end of their buying process without believing that we offer value that is superior to our competition we ve got nothing to negotiate about. That s one of the reasons we spent so much time on understanding how customers perceive value in the first half of this book. There are several other specific techniques that are equally valuable both in increasing deal size and increasing sales velocity. We will discuss several of them here and I will point out certain instances .