{"id":31327,"date":"2022-03-03T23:05:35","date_gmt":"2022-03-03T22:05:35","guid":{"rendered":"https:\/\/www.investglass.com\/?p=31327"},"modified":"2025-04-10T09:55:38","modified_gmt":"2025-04-10T07:55:38","slug":"daha-fazla-anlasma-yapmak-istiyorsaniz-bu-satis-temsilcisi-tavsiyesidir","status":"publish","type":"post","link":"https:\/\/www.investglass.com\/tr\/want-to-close-more-deals-this-is-sales-rep-advice\/","title":{"rendered":"Daha fazla anla\u015fma m\u0131 yapmak istiyorsunuz? Bu bir sat\u0131\u015f temsilcisi tavsiyesi"},"content":{"rendered":"

Sat\u0131\u015f ba\u015far\u0131s\u0131 i\u00e7in anla\u015fma yapmak \u00e7ok \u00f6nemlidir, ancak\u00a0Sat\u0131\u015f temsilcilerinin 40%'si<\/strong>\u00a0onunla m\u00fccadele (HubSpot<\/a>). \u00c7al\u0131\u015fmalar g\u00f6steriyor ki\u00a0ki\u015fiselle\u015ftirilmi\u015f takipler kapan\u0131\u015f oranlar\u0131n\u0131 35% art\u0131r\u0131yor<\/strong>. Yapay zeka destekli ara\u00e7lar\u0131 kullanmak\u00a0d\u00f6n\u00fc\u015f\u00fcm oranlar\u0131n\u0131 50%'ye kadar art\u0131r\u0131n<\/strong>\u00a0sosyal yard\u0131mlar\u0131 otomatikle\u015ftirerek ve etkile\u015fimi optimize ederek (Forbes<\/a>).<\/p>\n\n\n\n

Kapan\u0131\u015f yapmak her sat\u0131\u015f temsilcisi i\u00e7in \u00e7ok \u00f6nemlidir (ama zor olmamal\u0131d\u0131r)<\/h2>\n\n\n\n

Anla\u015fmay\u0131 kapatmak \u00e7ok \u00f6nemlidir ve her sat\u0131\u015f temsilcisi bunu \u00e7ok fazla zorlanmadan yapabilmelidir. Ancak, bir anla\u015fmay\u0131 kapatman\u0131n en iyi yolu nedir? Anla\u015fmay\u0131 imzalamak i\u00e7in sorman\u0131z gereken soru nedir?<\/p>\n\n\n\n

Sat\u0131\u015flar\u0131n\u0131z, \u00f6nce sat\u0131n alma ki\u015fili\u011fini olu\u015fturmak i\u00e7in do\u011fru araca sahip olmal\u0131d\u0131r. Bu, onlar\u0131n ihtiya\u00e7 ve isteklerinin belirlenmesine yard\u0131mc\u0131 olacakt\u0131r.<\/p>\n\n\n\n

Buradan yola \u00e7\u0131karak, anla\u015fmay\u0131 nas\u0131l sonu\u00e7land\u0131raca\u011f\u0131n\u0131za dair bir strateji geli\u015ftirebilirsiniz. Onlar\u0131n sat\u0131n alma s\u00fcre\u00e7lerinin ve teklifinizi yapmak i\u00e7in en uygun zaman\u0131n ne oldu\u011funun fark\u0131nda olman\u0131z \u00f6nemlidir. M\u00fc\u015fteriler yakla\u015fm\u0131yor<\/a> sat\u0131\u015f\u0131 da ayn\u0131 \u015fekilde de\u011ferlendirir. Baz\u0131lar\u0131 \u00e7ok analitiktir ve bir sat\u0131n alma i\u015flemi yapmadan \u00f6nce \u00e7ok fazla bilgiye ihtiya\u00e7 duyar. Di\u011ferleri daha duygusald\u0131r ve i\u00e7g\u00fcd\u00fclerine dayanarak sat\u0131n alabilirler.<\/p>\n\n\n\n

Ki\u015filiklerini anlamak, anla\u015fmay\u0131 nas\u0131l kapataca\u011f\u0131n\u0131z konusunda do\u011fru stratejiyi geli\u015ftirmenize yard\u0131mc\u0131 olacakt\u0131r. Onlar i\u00e7in neyin \u00f6nemli oldu\u011funu bildi\u011finizde, kararlar\u0131n\u0131 etkileyecek do\u011fru kelimeleri bulmak daha kolay olacakt\u0131r.<\/p>\n\n\n\n

Do\u011fru sorular\u0131 sormak her ki\u015fi ve i\u015fletme i\u00e7in farkl\u0131 olacakt\u0131r. Do\u011fru karar vericiyi k\u0131sa s\u00fcrede belirledi\u011finizden emin olmal\u0131s\u0131n\u0131z. Bunu yapt\u0131ktan sonra, s\u0131ra anla\u015fmay\u0131 yapmalar\u0131n\u0131 sa\u011flayacak soruyu sormaya gelir.<\/p>\n\n\n

\n
\"ayaklar\u0131<\/figure>\n<\/div>\n\n\n

Sizin i\u00e7in en uygun soru hangisi?<\/p>\n\n\n\n

Her sat\u0131\u015f durumu farkl\u0131 oldu\u011fu i\u00e7in bu sorunun herkese uyan tek bir cevab\u0131 yoktur. Bununla birlikte, daha fazla anla\u015fma yapman\u0131za yard\u0131mc\u0131 olabilecek birka\u00e7 genel ipucu vard\u0131r.<\/p>\n\n\n\n

Sat\u0131\u015f temsilcileri ne zaman a\u00e7\u0131k u\u00e7lu sorular sormal\u0131?<\/h2>\n\n\n\n

Baz\u0131 nedenlerden dolay\u0131, bu sorular\u0131n ne s\u0131kl\u0131kta sorulmas\u0131 gerekti\u011fini bilmiyorlar. A\u00e7\u0131k\u00e7as\u0131, a\u00e7\u0131k u\u00e7lu sorular t\u00fcm sat\u0131n alma d\u00f6ng\u00fcs\u00fc boyunca \u00f6nemlidir. A\u00e7\u0131k u\u00e7lu sorular, m\u00fc\u015fteri \u015f\u00f6yle bir \u015fey s\u00f6yledi\u011finde de \u00f6nemlidir: \u201cEmin de\u011filim. Bana bu konuda daha fazla bilgi verebilir misiniz?\u201d veya \u201cBana bir \u00f6rnek verebilir misiniz?\u201d<\/p>\n\n\n\n

Bu sorular m\u00fc\u015fteriyi konu\u015fturmaya yard\u0131mc\u0131 olur, b\u00f6ylece onlar\u0131n ihtiya\u00e7lar\u0131n\u0131 ve isteklerini anlayabilirsiniz. Sat\u0131\u015f temsilcileri \u00fcr\u00fcn veya hizmetlerini sunduktan sonra da a\u00e7\u0131k u\u00e7lu sorular sormal\u0131d\u0131r. A\u00e7\u0131k u\u00e7lu sorular her zaman riski art\u0131r\u0131r \u00e7\u00fcnk\u00fc baz\u0131lar\u0131 Karar vericiler ayr\u0131nt\u0131l\u0131 bir s\u00fcre\u00e7 sunman\u0131z\u0131 takdir ediyor<\/a>. A\u00e7\u0131k u\u00e7lu sorular olumsuz sonu\u00e7lar do\u011furabilir. Baz\u0131 karar mercileri de sizin ne d\u00fc\u015f\u00fcnd\u00fc\u011f\u00fcn\u00fcz\u00fc anlamaya \u00e7al\u0131\u015f\u0131yor olabilir. eti\u0307k komi\u0307te<\/a>... O halde, e\u011fer yoksa, sat\u0131\u015f temsilcinizin \u015feffaf oldu\u011fundan emin olmal\u0131s\u0131n\u0131z. En iyi cevab\u0131n daha fazla soru sormak olabilece\u011fini unutmay\u0131n.<\/p>\n\n\n\n

\u0130\u015flemin de\u011ferini anlad\u0131klar\u0131ndan emin olun. Fiyat pazarl\u0131\u011f\u0131n\u0131n \u00e7ok uzun s\u00fcrmeyece\u011finden emin olmak \u00f6nemlidir.<\/p>\n\n\n\n

Anla\u015fmalar hukuki veya vergi dan\u0131\u015fmanl\u0131\u011f\u0131 gerektirdi\u011finde, bunun genel sat\u0131\u015f d\u00f6ng\u00fcn\u00fczde bir \u00f6n ko\u015ful olarak belirlendi\u011finden emin olun. Baz\u0131 \u015firketler sat\u0131\u015f d\u00f6ng\u00fcs\u00fc hakk\u0131nda yeterli bilgiye sahip olmayabilir ve sat\u0131\u015f\u0131n yasal y\u00f6nlerini sormaktan korkabilir. Sat\u0131\u015f s\u00fcrecinin yasal ad\u0131m\u0131 sizin i\u00e7in b\u00fcy\u00fck bir tehlike i\u015fareti haline gelebilir. Bu \u00f6nemli bir unsursa, h\u0131zl\u0131 bir \u015fekilde ilerlemek i\u00e7in iyi bir fikirleri oldu\u011fundan emin olun.<\/p>\n\n\n\n

Neden s\u00f6zle\u015fmeyi imzalam\u0131yorlar? Karar vermek i\u00e7in yeterli zaman var m\u0131?<\/h2>\n\n\n\n

Bir s\u00f6zle\u015fme imzalamak<\/a> b\u00fcy\u00fck \u015firketler i\u00e7in genellikle karma\u015f\u0131k bir karard\u0131r \u00e7\u00fcnk\u00fc \u00e7ok say\u0131da y\u0131ld\u0131z\u0131 hizalamalar\u0131 gerekir: bir b\u00fct\u00e7e, bir proje yetkilisi, bir zaman \u00e7izelgesi ve bir yol haritas\u0131. B\u00fct\u00e7e genellikle ana konudur. Sat\u0131\u015f temsilcileri, \u00fcr\u00fcn veya hizmetleriyle ilgili kritik sorular\u0131 yan\u0131tlamaya haz\u0131r olmal\u0131d\u0131r.<\/p>\n\n\n\n

Karar vericilerin bir sat\u0131n alma i\u015flemi yaparken g\u00f6z \u00f6n\u00fcnde bulundurduklar\u0131 tek fakt\u00f6r\u00fcn fiyat olmad\u0131\u011f\u0131n\u0131 unutmay\u0131n. \u00dcr\u00fcn veya hizmetin ihtiya\u00e7lar\u0131n\u0131 kar\u015f\u0131lad\u0131\u011f\u0131ndan ve b\u00fct\u00e7elerine uygun oldu\u011fundan da emin olmalar\u0131 gerekir.<\/p>\n\n\n\n

Potansiyel m\u00fc\u015fterinizin \u00e7\u00f6z\u00fcm\u00fcn\u00fczle ilgilendi\u011finden emin olun - do\u011fru payda\u015fla m\u0131 konu\u015fuyorsunuz? G\u00f6r\u00fc\u015ft\u00fc\u011f\u00fcn\u00fcz ki\u015fi \u015firkette g\u00fcvenilir bir dan\u0131\u015fman m\u0131? Bu g\u00fcvenilir dan\u0131\u015fman sorunlu noktalar\u0131 payla\u015facak m\u0131? \u015eirketler genellikle NDA'lar\u0131, yani gizlilik anla\u015fmalar\u0131n\u0131 payla\u015f\u0131rlar, bu da do\u011fru karar vericiye ula\u015fman\u0131z\u0131 engelleyebilir.<\/p>\n\n\n

\n
\"Kar<\/figure>\n<\/div>\n\n\n

Sat\u0131\u015f s\u00fcreci nas\u0131l kapat\u0131l\u0131r?<\/h2>\n\n\n\n

Anla\u015fmay\u0131 kapatmak i\u00e7in ad\u0131mlardan olu\u015fan bir yol haritam\u0131z var. Potansiyel m\u00fc\u015fterinin daha fazla konu\u015fmas\u0131n\u0131 ve daha derine inmesini sa\u011flay\u0131n. Potansiyel m\u00fc\u015fteriler i\u015f sorunlar\u0131na bir yan\u0131t ararlar. Bir takip sorular\u0131 senaryosu ile haz\u0131r olmal\u0131s\u0131n\u0131z. B\u00fct\u00e7e sorusuna hemen yan\u0131t vermek i\u00e7in acele etmeyin. Ancak, sat\u0131\u015f temsilciniz \u00e7\u00f6z\u00fcm\u00fc sizinle birlikte olu\u015fturman\u0131n maliyetini \u015feffafl\u0131kla sunmal\u0131d\u0131r. \u00c7o\u011fu sat\u0131\u015f temsilcisi varsay\u0131msal bir kapan\u0131\u015f aray\u0131\u015f\u0131nda olacakt\u0131r.<\/p>\n\n\n\n

Ger\u00e7ek kapan\u0131\u015f - banka hesab\u0131n\u0131zdaki parad\u0131r... fayda sa\u011flamak ve potansiyel m\u00fc\u015fterilerin \u00f6nceliklerine odaklanmak, g\u00fcvenilir bir diyalog kurman\u0131n ve \u00f6nemli gerileme i\u015faretlerini ke\u015ffetmenin en iyi yoludur. Sat\u0131\u015f temsilcinizin baz\u0131 \u015feylere ihtiyac\u0131 olabilece\u011fini asla unutmay\u0131n otomasyon<\/a> i\u015f tekrarlar\u0131n\u0131 kolayla\u015ft\u0131rmak i\u00e7in.<\/p>\n\n\n\n

Ki\u015fisel olun, \u00e7o\u011fu insan sat\u0131\u015f konu\u015fmalar\u0131ndan nefret eder. Bu y\u00fczden aileleri hakk\u0131nda bilgi edinin. En sevdikleri yemek nedir? En sevdikleri i\u00e7ecek? En sevdikleri hobi nedir? Bu ki\u015fisel sorular g\u00fcven olu\u015fturmaya yard\u0131mc\u0131 olur ve sat\u0131\u015f\u0131 \u00e7ok daha kolay hale getirir.<\/p>\n\n\n

\n
\"golf<\/figure>\n<\/div>\n\n\n

Bir m\u00fc\u015fteri aday\u0131na asla \u00f6nceki \u00e7\u00f6z\u00fcm\u00fcn s....ck oldu\u011funu s\u00f6ylemeyin. Konu\u015fma ne\u015feli, profesyonel olmal\u0131 ve sat\u0131\u015flar\u0131n\u0131z\u0131n her \u015feyi CRM'inize ileti\u015fim raporlar\u0131yla kaydetti\u011finden emin olun. Bunun yerine, sizinki gibi bir sat\u0131n alma \u00e7\u00f6z\u00fcm\u00fcn\u00fc en son ne zaman yapt\u0131klar\u0131ndan bahsetmelerini sa\u011flay\u0131n.<\/p>\n\n\n\n

Olarak COVID19 pandemisi <\/a>sat\u0131\u015flar\u0131n\u0131z\u0131n davran\u0131\u015f\u0131n\u0131 de\u011fi\u015ftiriyorsa, sanal kapan\u0131\u015f\u0131n art\u0131k yayg\u0131n olarak kabul edildi\u011fini g\u00f6receksiniz. Kendime g\u00fcvenerek imza atmam fiziksel bir toplant\u0131 gerektiriyor. Kapan\u0131\u015f g\u00f6r\u00fc\u015fmesi bazen b\u00fcy\u00fck \u015firketler i\u00e7in bir y\u00f6netim ba\u015far\u0131s\u0131 olarak g\u00f6r\u00fcl\u00fcr, bu nedenle sat\u0131\u015f s\u00fcreci bir partiye, en az\u0131ndan siz teslim etmeye, \u00e7\u00f6z\u00fcm\u00fc olu\u015fturmaya ba\u015flayana kadar bir sat\u0131\u015f balay\u0131na d\u00f6n\u00fc\u015febilir.<\/p>\n\n\n\n

M\u00fc\u015fterilerin kapan\u0131\u015f s\u00fcrecine nas\u0131l yakla\u015f\u0131yorsunuz?<\/h2>\n\n\n\n

M\u00fc\u015fterinizin daha fazla konu\u015fmas\u0131n\u0131 sa\u011flay\u0131n ve daha derine inin. Ki\u015filiklerini anlad\u0131\u011f\u0131n\u0131zda, anla\u015fmay\u0131 nas\u0131l kapataca\u011f\u0131n\u0131za dair do\u011fru stratejiyi geli\u015ftirebilirsiniz. Anla\u015fmay\u0131 kapatmalar\u0131n\u0131 sa\u011flayacak do\u011fru sorular\u0131 sorun.<\/p>\n\n\n\n

Potansiyel bir m\u00fc\u015fteri, i\u015f sorununa bir yan\u0131t ar\u0131yor olacakt\u0131r. Bir takip sorusu senaryosu ile haz\u0131r olmal\u0131s\u0131n\u0131z. B\u00fct\u00e7e sorusuna hemen cevap vermek i\u00e7in acele etmeyin. Ancak, sat\u0131\u015f temsilciniz \u00e7\u00f6z\u00fcm\u00fc sizinle birlikte olu\u015fturman\u0131n maliyetini \u015feffafl\u0131kla sunmal\u0131d\u0131r. \u00c7o\u011fu sat\u0131\u015f temsilcisi varsay\u0131msal bir kapan\u0131\u015f aray\u0131\u015f\u0131nda olacakt\u0131r.<\/p>\n\n\n\n

Karar alma s\u00fcreci, di\u011fer payda\u015flardan nihai onay\u0131n al\u0131nmas\u0131 gibi baz\u0131 yeni ad\u0131mlar gerektirecektir.<\/p>\n\n\n

\n
\"macbook<\/figure>\n<\/div>\n\n\n

Anla\u015fmalar\u0131 kapatmak i\u00e7in CRM neden bir zorunluluktur?<\/h2>\n\n\n\n

CRM, ileti\u015fim bilgileri, etkile\u015fimin tarihi ve saati, etkile\u015fimin ayr\u0131nt\u0131lar\u0131 ve gerekli takip eylemleri dahil olmak \u00fczere t\u00fcm m\u00fc\u015fteri etkile\u015fimlerini kaydetmek i\u00e7in kullan\u0131l\u0131r. Bir CRM, t\u00fcm m\u00fc\u015fteri adaylar\u0131n\u0131z\u0131 ve m\u00fc\u015fterilerinizi ve onlarla olan t\u00fcm etkile\u015fimlerinizi takip etmenize yard\u0131mc\u0131 olabilir. Bu, m\u00fc\u015fterilerinizi ve ihtiya\u00e7lar\u0131n\u0131 daha iyi anlaman\u0131za ve sat\u0131n alma kararlar\u0131n\u0131 kolayla\u015ft\u0131rman\u0131za yard\u0131mc\u0131 olacakt\u0131r.<\/p>\n\n\n\n

\u00dcr\u00fcn\u00fc size bu fiyattan verseydik, \u015firketimizle i\u015f yapmaman\u0131z i\u00e7in herhangi bir neden var m\u0131? \u201c \u0130\u015fte tam da bu, sat\u0131\u015f kapan\u0131\u015f sorusudur.<\/p>\n\n\n\n

Sat\u0131\u015f elemanlar\u0131, olumsuz sonu\u00e7lar ortaya koyacak ve daha fazla i\u015f \u00e7ekecek bu ara\u00e7lar\u0131 takdir etmektedir.<\/p>\n\n\n\n

Bug\u00fcn Avrupa'n\u0131n kalbinde, \u0130svi\u00e7re'de bar\u0131nd\u0131r\u0131lan tek CRM olan InvestGlass CRM ile ba\u015flayal\u0131m otomasyon ile sat\u0131\u015f elemanlar\u0131n\u0131z bay\u0131lacak!<\/a><\/p>","protected":false},"excerpt":{"rendered":"

Closing deals is crucial for sales success, yet\u00a040% of sales reps\u00a0struggle with it (HubSpot). Studies show that\u00a0personalized follow-ups increase close rates by 35%. Using AI-powered tools can\u00a0boost conversion rates by up to 50%\u00a0by automating outreach and optimizing engagement (Forbes). Closing is so crucial (but shouldn’t be difficult) for any sales rep Close-in is crucial and […]<\/p>\n","protected":false},"author":1,"featured_media":31329,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[13],"tags":[],"class_list":["post-31327","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article"],"yoast_head":"\nWant to close more deals? 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