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Perdeu a oportunidade de fechamento? Dá pra aprender com isso…

Perder uma oportunidade de fechamento pode ser muito pedagógico pro nosso negócio de eventos. A perda é algo comum, nem sempre o que oferecemos vai de encontro a todas as expectativas dos nossos leads, principalmente daqueles não qualificados, que chegaram por curiosidade e sem intenção de fechamento.👩‍🏫⁣⁣⁣⁣⁣⁣⁣
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Então vamos fazer de um limão uma limonada. Vamos utilizar das perdas para refinar nossos processos e discursos de venda, para alcançar melhores resultados nas próximas prospecções.🍋🍹⁣⁣⁣⁣⁣⁣⁣
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Toda perda precisa de uma reflexão, ser revisitada e analisada. Vemos que é muito comum um orçamento ou oportunidade ser abandonada no funil por meses e até anos sem ao menos ser baixado como perda. Então temos muito que corrigir neste sentido, pois o que não é medido não pode ser gerenciado. Primeiro você deve levantar os principais motivos de perda, através de perguntas básicas como: Meu preço está atraente? Meus produtos e serviços são adequados as necessidades? Pra quais concorrentes estou perdendo negócio? Porque estou perdendo negócios pro meu concorrente, preço?❓⁣⁣⁣⁣⁣⁣⁣
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Com estas perguntas conseguirá extrair seus motivos de perda: Fora do Orçamento, Produto, Data indisponível, Horário indisponível, Concorrente A por Preço, Concorrente B por Preço. Com estes motivos levantados, deverá sinalizar suas oportunidades, orçamentos com as perdas e seus respectivos motivos.⁣⁣⁣⁣⁣⁣⁣
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O trabalho não se encerra aqui, é pouco eficaz apenas esvaziar seu funil de oportunidades sinalizando perdas e seus motivos sem analisar de tempos em tempos estes motivos. Use esta informação para corrigir o processo ou realizar ajustes em seus produtos, serviços ou estratégia de preço. Talvez como resultado desta reflexão você tenha que modificar ou criar pacotes, melhorar a oferta dos produtos, identificar gargalos, ou até mesmo, puxar a orelha da equipe de vendas, modificando a estratégia comercial.🤨👂⁣⁣⁣⁣⁣⁣⁣
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Não deixe suas oportunidades paradas sem um retorno do comercial, é ilusão entender que há diversos orçamentos em andamento, quando boa parte deles foram perdidos, mas você não sabe ainda. 🤦‍♀️ 💸⁣⁣⁣⁣⁣⁣⁣
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