Actions Achievement
Success in sales is measured the achievement of results, i.e. the achievement of the targets. Professional sales increasingly have more science and less art components. This makes necessary the implementation of processes and methodologies that ensure the achievement of results. Consultative sales methodologies are a necessary and useful mechanism in complex sales processes.
In Mind of Colombia we have developed the D.O.S.A.R methodology, as a tool to help organizations increase their business productivity. D.O.S.A.R. (Diagnostic, delivering Strategy, Actions, Results) is a framework for flexible action thought, that provides key elements to the professional seller to start, develop and close deals. It shall be assimilated to what is known as a consultative sales process, without the rigidity of other types of sales methodologies. In the first instance a diagnosis where we will analyze the current situation of the client and of the conditions under which we can develop a business; The definition of objectives is essential if it wants to close a deal; Establish a strategy will determine the Plan of actions for the achievement of objectives and finally analysis of the results will allow to evaluate the Plan of action and appropriate adjustments to the strategy implemented during the process.
DIAGNOSIS the diagnosis of the current situation of the client and of the conditions for the development of a business, allows you set the integral structure of the work Plan, which will guide him to identify the needs and current situation of the client. We use a methodology we call the 3 3 matrix of questions. It is a set of 3 key elements that must know the client, each composed of 3 questions: 1. What is the current customer need? What the generated? What is the level of urgency? What is its impact? 2. What is the current situation of the client? What the current behavior of his? Business? What is your purchase capacity?
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