The easiest thing to ask in a sales interview is not "how much did you do," but the supervisor asks, "how did the result come?" there's a lot of people stuck in that line, either reporting numbers or saying "client trust me." in fact, it is much more convincing to make the funnel process clear than the total back, and it is easier for managers to judge whether you did it or not。
The number of connections does not equal the number of clients
Some 4,000 connections could occur during the month, leaving only four deals. There is a confusion: the number of calls does not necessarily equal the number of completely different clients. The list may contain duplicate numbers, callbacks from older clients, and system misallocations. The interview said, "i've got 200 hits equal to 200 new clients," which makes the interviewer think you're not sensitive to the caliber。
It would be more stable to record both the numbers of connections and the number of clients reached. In 4,000 connections, the actual number of new clients reached may be 2,600, while the remaining 14,400 follow up. Reporting these numbers separately is much more credible than saying "i'm a big man" in general, and also helps managers judge your screening efficiency and time allocation。
Interested clientsYou can't just read and write
The willingness to add credit does not mean that a clear purchase plan already exists. More reliable intentions should emerge at least as part of specific needs, applicable scenarios, budget scope, decision time or next steps. If the enterprise merely lets its employees report "intentional quantities" without uniform criteria, the director and sales will be loud at the end of the month, because each person's calibre is completely different。
In practical terms, three simple conditions can be added to the intent: what the client will solve, whether the scene is used, and when a decision is expected. By this standard, "just ask "go ahead" and "go" can be separated, without putting all the clients who want to talk in the same box, and more rational time allocation for follow-up。
Funnel fluctuations aren't sudden changes in sales
Two hundred calls per day do not mean that the two hundred clients are of the same quality. If the list matches the product and the other side is in demand, the sale can move on to the next step without much explanation. In turn, it is not a matter of attitude or capacity that the list is too old, the industry does not match, the contact has no procurement authority and the telephone is connected。
In case of falling demand, budget freezes or entry into the industry, client consent may also be delayed. Sales can increase the number of telephones, but they cannot create demand for a completely incompatible list by making more calls. Such external factors were made clear during interviews and were more realistic and acceptable to managers than to themselves。
Next move is more useful than the total
Many sales end with only two figures per day: several telephone calls, and how much money was sold. It would be more useful to record five: date, client source, customer needs, current stage, next move and date. Like wednesdays, fridays, fridays, next week's decision makers, clients know where the card is when they don't push。
Clients may need to compare several programmes, return to apply for budgets, and wait for the completion of existing contracts. The sale has been communicated and quoted, with the result likely to occur next month or even later. The 40 new intentions found this month do not guarantee that the month will all turn into a deal, that it will be fair to stretch the timeline and that it will be able to make a meaningful monthly rollover。
Use this structure for interviews
"my main job is to communicate by telephone, to judge needs, to record clients' sources and to arrange follow-up. The intention to enter into a deal is measured at about 10 per cent in the past and corresponds to about four customers, but is influenced by market demand, the quality of the list and the decision-making cycle on a monthly basis. It will also require the support of company products and colleagues after the quotation phase. "
After completing its own process, the enterprise is asked who provided the customer list, whether it was previously matured or developed from zero, and which conditions require company cooperation. A credible response is not a commitment to complete the four deals once and for all, but rather an indication of how they are measured, how they occur, why they fluctuate, how they respond themselves, and what is beyond personal control。
What can be changed and what can not be changed
Seeing that there are only two intentions per day for 200, the first reaction could be an increase. First, however, there are calls that are not intended to enter: the wrong person, the lack of demand, the refusal to open, the lack of clarity about the product, the inappropriate price and the wrong timing. If the majority end in a dozen seconds, the first sentence should be reworded; if the 40 intentions have only a small number of offers, check whether the requirements have been clarified and whether the information has been issued in a timely manner。
If there is a small number of offers, depending on price, competitors, decision makers and terms of delivery, this requires the cooperation of supervisors, product or technical colleagues, which cannot be reduced to sales that do not speak. It's more reassuring to the supervisor when you separate "i can adjust" from "i need company cooperation" when you interview him, and it seems like you have a sense of boundaries。
How many calls do you get for a day when you're making phone sales? You are welcome to report your figures in the comment area, as well as to send some praises to friends who are preparing their sales interviews。
