Ganancia y pérdida de la oportunidad de la pista
Introducción
El seguimiento de las razones de porque sus clientes potenciales deciden comprar o no comprar le ayudará a perfeccionar sus ventas y estrategia de marketing. Le permitirá abordar proactivamente objeciones comunes (razones de pérdida) y reforzar sus puntos fuertes (razones de ganar) a lo largo del proceso de consolidación y conversión. También puede ayudarle a recopilar información que puede llevar a cambios en el producto y / o servicio que harán que su empresa sea más atractiva que su competencia. Los datos de ganancia / pérdida se almacenan en registros de oportunidades individuales y se pueden usar en búsquedas de oportunidades (CRM> Oportunidades).
Instrucciones paso a paso
1 - Vaya a CRM> Configuración en el menú principal de navegación.
2 - Haga clic en Valores predeterminados de oportunidad en el menú de configuración.
3 - Seleccione su Win Stage en el menú desplegable e ingrese una lista de razones que le permitan conocer el porque ganó esa venta (puede agregar más adelante.)
4 - (Opcional) Seleccione Sí para requerir una razón de ganancia cuando una persona de ventas traslada la oportunidad al escenario Ganado.
Cuando un representante de ventas mueve un registro de oportunidad a esta etapa, las razones de ganar aparecerán en el registro de oportunidades. Si necesita una razón para ganar, el representante de ventas no podrá guardar la oportunidad hasta que seleccione una razón de la lista.
5 - Seleccione la etapa de pérdida en el menú desplegable e ingrese una lista de razones de pérdida (puede agregar más adelante.)
6 - (Opcional) Seleccione Sí para solicitar un motivo de pérdida al pasar la oportunidad a esta etapa.
7 - Clic en Guardar
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