The planned closure is one of the parties that make up the sales negotiations, the goal to strive from the outset. To sell, you need to know to create the potential customer a feeling of necessity equal to your purchase need to sell. This condition can be achieved in stages during the sales process. Dividing the process into its component parts, you can identify the objectives to be attained in each phase, and ensure that they are met before moving to the next. Also you can measure your results in achieving such objectives in different phases and compare them every month or every three months to realize improvements.

  • OBJECTIVE (new clients)
  • PRE-CONTACT (detailed research)
  • CONTACT (attract customers)
  • INVESTIGATION (get details)
  • To prove (to prove that it’s all true)
  • PROPOSAL (to submit the offer)
  • CLOSED (ask)
  • ORDER

II Japanese method

A Japanese company uses a computer control module for the monitoring of sales that helped them to reap success in every market. The module is entitled ‘Profile of sale’ and it is a list of 11 key points which must pass through a seller during negotiations.

PROFILE OF SALE

  1. RESEARCH OF POTENTIAL CUSTOMERS
  2. Make contacts
  3. WHO DECIDES AND HIS MEETING WITH CONSULTANTS
  4. IDENTIFYING NEEDS AND REQUESTS WITH WHOM WILL ‘THE DECISION
  5. CRITERIA FOR SALE
  6. SOURCES OF RESEARCH INFORMATION
  7. SURVEY
  8. PRESENTATION
  9. PROPOSAL
  10. CLOSING