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i dac nu e poveste?
Calific-i clienii . 4
i au trit fericii pn la adnci btrnei ......................................................... 5
5%
i au trit fericii pn la adnci btrnei
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5
Disciplina prospectrii
Blocheaz timp n calendar
Folosete scenarii
Monitorizeaz rezultatele
Baza ta de date
Oferte i cereri
Cte proprieti ai n baza de date? ___________
Cte proprieti noi adaugi lunar? ____________
Cte cereri gestionezi n fiecare lun? ________
Cte vizionri cu clieni efectuezi lunar? _____
Cte vnzri generezi lunar?
TU ________ ECHIPA _______
Oameni i relaii
Ci oameni exist n baza ta de date? ________
Ci dintre acetia tiu cu ce te ocupi? ________
Cu ci ai fcut (faci) afaceri? __________________
Cte persoane noi adaugi? _____________ / lun
Ce obiectiv de tranzacionare ai n 2014?
TU ________ ECHIPA _______
Calific-i clienii
Vrea, poate, are motivatie?
Eti persoana potrivit s l/o asiti?
Este el/ea clientul tu?
4
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1
Jocul numerelor
Vnzrile sunt considerate un joc al numerelor. Pentru a rspunde
ntrebrii de mai sus, trebuie s i cunoti propriile numere. Apoi,
rspunsul tu se schimb n: Conform planului! Luna aceasta am
efectuat 110 apeluri telefonice, din discuiile avute am descoperit 16
persoane care au nevoi imobiliare, 4 dintre acestea mi-au devenit clieni,
unuia dintre ei ii datorez faptul ca cei 11500 euro ncasai m-au adus
mai aprope de obiectivul meu anual!