The development of your business goes

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alamin8
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Joined: Sun Apr 09, 2023 3:51 am

The development of your business goes

Post by alamin8 »

The development of your business goes through the growth of it and therefore, often, by increasing the turnover (find out how here) and/or the margin. Turnover may increase in value and/or volume: Value: by increasing unit prices (at constant volume) Volume: by increasing the volume of quantities sold due to cross-selling, upsell or promotions. Among the volume, you must also take into account the request for quotation.

It is essential in your sales tunnel, the famous Specific Database commercial "pipe" where your business opportunities are classified. Example: You know that every 4 quotes, you make a sale. Your quote-to-customer conversion rate is 1 to 4, or 25%. Let's assume that: your average quote is €10,000 your monthly turnover target is €150,000, or 15 signed on average. You would therefore need to generate 60 quotes monthly to achieve your objectives.
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You can then set these quote objectives with your sales representatives, by sector, by product or on such a segment. So, once the objectives have been set, how do you explode the request for quotes and transform them into purchase orders?ecommendations requests for word of mouth quotes In the age of the internet and word of mouth 2.0, getting recommendations remains the best way to make yourself known and to make proposals. There is nothing better, or more effective, than a prospect calling you to ask you to “price” this or that job, solely on the basis of a client recommendation. “I am calling you on behalf of Mrs. Payet at whose home you have just redone the kitchen.
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