When participating in a tender, it is whatsapp number canada very important to fill out the documents correctly. An accidental mistake in one digit or an incorrectly filled field can be the reason for a refusal. For example, by missing a zero due to a stuck key, you indicate the number of employees on staff 10 times less than in reality, and this excludes the company from participating in the competition. You have prepared, offer a better term and prices than competitors, the customer is satisfied with everything, but an error in filling out the documents can disrupt the deal and nullify all the preparatory work. The solution is to create a tender department, whose employees will deal specifically with the documentation.
It is necessary to correctly determine who exactly makes decisions on the transaction. The faster you establish interaction with the person on whom the conclusion of the contract depends, the greater the chances of success. Negotiations often begin with buyers or chief power engineers of the enterprise. In large companies, they really make decisions, but in smaller organizations, the owner or top manager deals with long-term transactions. You need to contact him. Sometimes several people make decisions together, this should also be taken into account.
Preparing for Successful Sales
Assess the feasibility of a complex transaction
You can't waste time on a project that is sure to fail. Instead of pursuing two dozen hopeless deals, it is better to focus on two really real ones. It is difficult to determine which of the many projects will be successful. The sales director first evaluates large projects, after which the financial part must be calculated, which is done by the financial director.
If the equipment delivery is to be paid for post factum, the economic security director needs to check the client's credit history. Most unpromising deals will be rejected at the first stage. The sales director will not take the project into development if he sees signs indicating a problem. These may include:
Unfavorable payment terms or lack of transparency. First of all, it is necessary to clarify from what sources and on what terms the transaction is financed. Such transactions are often concluded as an investment project, when the contract is concluded with one legal entity, and payment is made by another, which cannot be influenced. In this case, it is necessary to involve the economic security service to conduct an additional check of the investor. Also, the terms of the contract may provide for a deferment of several years.
Fears that the business will remain at the idea stage. When talking to a client, it is important to determine whether this is a real project. Sometimes it is a plan of a person who is not making a decision. Also, some organizations have theoretical developments that are not yet implemented, and it will take a long time before they become reality. In such cases, you need to refuse the deal. You should not get involved with ideas that are unlikely to come to fruition.
Situations when the client does not clearly state his wishes. Sometimes the company receives requests from which it is not clear what exactly the customer needs. Let's say he wants to get an estimate of the cost of the project in order to include it in the budget. In this case, there is no need to work out a detailed commercial proposal; you can name an approximate cost. Offer the client to fill out a survey form, with the help of which it will be possible to calculate the cost of the contract with an accuracy of about 10-20%. If he refuses, it becomes clear that the potential partner has not yet made a decision on the purchase. Perhaps he is an intermediary testing prices.