Here are some small tricks that I thought it could be useful to move forward the project and make customer satisfied.
When we prepared the quotation, my manager trained me to think “what-if” situation. For example, what if customer complain about the quantities? What if customer negotiate about the unit cost? What if clients has some issue of lead time.
This is the example in my current case. We had some difficulties to support A components. The current economic scales can’t support this project. Then, here’s the tree diagram to customer. The tree diagram can lead customer flow easily and provide quick problem solving.
Sales is a bridge
I get to know this idea after working with my manager for a while. The great sales should know how to “push” – push pressure to manufacture in some certain time. Anythings such as lead time, unit cost, project feedback can be pull-in as you could.
On the other hand, Sales should know how to “add own value” to customers. How you did the great support to expedite the lead time, to lower the MOQ( Minimum order quantities), to get the document done quickly and so forth.
If they turn you down because of “price,” whose fault is that? If they don’t return your phone call, whose fault is that? If they decided to buy from the competition, whose fault is that? Yours – you couldn’t get the prospect to lean forward. Don’t blame yourself – Take responsibility for it. Learn from it. And then do something about it! –by
This is a professional book that my manger recommend me about. I would say Sales Bible is not a thin book – 300 pages book however the words/ sentences are clear and easy. ( Well, that’s a great sales should do, right?) If you are in Sales position and would like to increase your career. Or either you are just curious about what sales do? You can check Amazon and enjoy it during many long weekend on Nov & Dec season.