Herkesin ayn\u0131 \u00fcr\u00fcn\u00fc ayn\u0131 \u015fartlarla ve ayn\u0131 fiyatlarla satt\u0131\u011f\u0131 bir pazarda oldu\u011funuzu d\u00fc\u015f\u00fcnelim. Her al\u0131c\u0131n\u0131n da al\u0131m yapmadan \u00f6nce 3 yerden teklif ald\u0131\u011f\u0131n\u0131 var sayal\u0131m. Bu durumda herhangi bir teklifinizin kabul olas\u0131l\u0131\u011f\u0131 %33 olacakt\u0131r.<\/p>\n\n\n\n
Bu asl\u0131nda zannedildi\u011fi kadar hayali bir senaryo de\u011fildir. Ger\u00e7ekten de \u00e7o\u011fu zaman sat\u0131lan \u00fcr\u00fcn ve hizmetleri birbirinden ayr\u0131\u015ft\u0131racak \u00f6nemli farklar yoktur. Fiyatlar da piyasa ko\u015fullar\u0131yla belirlendi\u011fi i\u00e7in neredeyse ayn\u0131d\u0131r.<\/p>\n\n\n\n
Yine de baz\u0131 sat\u0131c\u0131lar\u0131n teklifleri %33’den \u00e7ok daha y\u00fcksek oranda, baz\u0131lar\u0131n\u0131n teklifleri de %33’den \u00e7ok daha d\u00fc\u015f\u00fck oranda kabul edilmektedir. Bu farkl\u0131l\u0131k, b\u00fcy\u00fck \u00f6l\u00e7\u00fcde sat\u0131c\u0131lar\u0131n kontrol\u00fcndeki fakt\u00f6rlerden kaynaklan\u0131r.<\/p>\n\n\n\n
E\u011fer rakiplerinizden hi\u00e7 bir fark\u0131n\u0131z yokken teklifinizin kabul edilme olas\u0131l\u0131\u011f\u0131 %33 ise, hedefiniz elbette bundan daha y\u00fcksek olmal\u0131. \u0130yi bir sat\u0131c\u0131 olarak bir fark yarat\u0131yor olmal\u0131s\u0131n\u0131z. Ama ne kadar bir fark?<\/p>\n\n\n\n
CRM sistemlerinden al\u0131nan analitik veriler, en iyi sat\u0131c\u0131lar\u0131n teklif kabul oran\u0131n\u0131n %70’in \u00fczerinde oldu\u011funu g\u00f6steriyor. Elbette bulundu\u011funuz pazar, sekt\u00f6r ve di\u011fer fakt\u00f6rlere g\u00f6re baz\u0131 de\u011fi\u015fiklikler olsa da, bunu bir referans olarak kullanabilirsiniz. Verdi\u011finiz her 3 teklifin en az 2 tanesi kabul edilmeli.<\/p>\n\n\n\n
E\u011fer ki\u015fisel teklif kabul oran\u0131n\u0131z bu referans de\u011ferinin \u00e7ok alt\u0131ndaysa sat\u0131\u015f s\u00fcrecinizi g\u00f6zden ge\u00e7irmek faydal\u0131 olabilir. \u0130\u015fte ilk bakmak isteyecekleriniz:<\/p>\n\n\n\n
\u0130yi sat\u0131c\u0131lar her isteyene teklif vermezler. Alabileceklerini d\u00fc\u015f\u00fcnd\u00fckleri i\u015fler i\u00e7in teklif verirler. Bu se\u00e7imi iyi yapabilmek, teklif vermeden \u00f6nce al\u0131c\u0131yla iyi bir diyalog gerektirir. Baz\u0131 sat\u0131c\u0131lar, al\u0131c\u0131n\u0131n bu g\u00f6r\u00fc\u015fmeye zaman ay\u0131rmamas\u0131n\u0131 ba\u015fl\u0131 ba\u015f\u0131na bir “diskalifiye” sebebi sayarlar ve teklif vermeyi reddederler.<\/p>\n\n\n\n
Ger\u00e7ekten bir fark ortaya koyabildi\u011finizi, m\u00fc\u015fterinin sizi tercih etmesi i\u00e7in yeterli sebep oldu\u011funu g\u00f6r\u00fcyorsan\u0131z teklif verin. <\/p>\n\n\n\n
Al\u0131c\u0131lar i\u00e7in ne \u00f6dedikleri kadar kar\u015f\u0131l\u0131\u011f\u0131nda ne ald\u0131klar\u0131 da \u00f6nemlidir. Ancak kurumsal sat\u0131n alma s\u00fcre\u00e7lerinde bunlar ayn\u0131 anda de\u011fil, s\u0131rayla konu\u015fulur. \u00d6nce ne al\u0131nd\u0131\u011f\u0131yla ilgili g\u00f6r\u00fc\u015fmeler yap\u0131l\u0131r. Bu k\u0131s\u0131m \u00e7ok kritiktir. Fark\u0131n\u0131z\u0131 bu a\u015famada ortaya koyabilirsiniz. <\/p>\n\n\n\n
Sat\u0131\u015f s\u00fcrecinin bu a\u015famas\u0131 teklif verdi\u011finizde biter, fiyat pazarl\u0131\u011f\u0131 ba\u015flar. Bu noktadan itibaren fark yaratmak i\u00e7in fiyat k\u0131rmak d\u0131\u015f\u0131nda yap\u0131labilecek bir \u015fey olmayabilir.<\/p>\n\n\n\n
Teklif vermeden \u00f6nce al\u0131c\u0131n\u0131n sizin ortaya koydu\u011funuz de\u011feri ve fark\u0131 anlad\u0131\u011f\u0131ndan emin olun. Bu olmad\u0131ysa teklif verme zaman\u0131n\u0131z hen\u00fcz gelmemi\u015f demektir. G\u00f6r\u00fc\u015fmelere devam edin.<\/p>\n\n\n\n
\u0130yi sat\u0131c\u0131lar i\u00e7in sat\u0131\u015f teklifle ba\u015flamaz, teklifle biter. \u00c7\u00fcnk\u00fc teklif verene kadar yap\u0131lanlar daha fazla zaman al\u0131r ve \u00e7ok daha belirleyicidir. Bu d\u00f6nemi iyi ge\u00e7irdiyseniz, teklif sadece m\u00fc\u015fteriyle mutabakat\u0131n\u0131z\u0131n yaz\u0131l\u0131 halini g\u00f6steren bir belgedir. <\/p>\n\n\n\n
B\u00fct\u00fcn itiraz noktalar\u0131n\u0131 dinlemi\u015f, tatminkar cevaplar\u0131n\u0131z\u0131 vermi\u015fseniz, i\u015fi alaca\u011f\u0131n\u0131za g\u00fcvenerek teklif g\u00f6nderirsiniz.<\/p>\n\n\n\n
Teklif, m\u00fc\u015fteriyle olu\u015fturmak istedi\u011finiz anla\u015fman\u0131n \u00f6n halidir. M\u00fc\u015fterinin bir okuyu\u015fta anlay\u0131p, size hi\u00e7 bir \u015fey sormadan alt\u0131na imza atabilece\u011fi bir teklif en iyi tekliftir. G\u00fc\u00e7l\u00fc oldu\u011funuzu hissetti\u011finiz bir anda teklif veriyorsan\u0131z, h\u0131zla sonuca varmak istersiniz. M\u00fc\u015fterinin teklifi inceleme s\u00fcresi uzarsa, rakiplerin ek indirimlerle akl\u0131n\u0131 \u00e7elmesi olas\u0131l\u0131\u011f\u0131 y\u00fckselir.<\/p>\n\n\n\n
H\u0131zl\u0131 sonu\u00e7 alabilmek i\u00e7in baz\u0131 detaylara dikkat edin:<\/p>\n\n\n\n
\u00c7o\u011fu i\u015fi sizden almaya \u00e7al\u0131\u015fan en az iki rakibiniz daha oldu\u011funu unutmay\u0131n. M\u00fc\u015fteriyle diyalog bu a\u015famada \u00e7ok \u00f6nemlidir. Daha \u00f6nce olmayan teredd\u00fctler ortaya \u00e7\u0131kt\u0131ysa, rakipleriniz beklenmedik indirimler \u00f6neriyorsa bunlar\u0131 anlay\u0131p gere\u011fini yapmak gerekebilir. Bu a\u015famada g\u00f6r\u00fc\u015fmenin a\u011f\u0131rl\u0131k noktas\u0131 fiyat olacakt\u0131r. Teklif \u00f6ncesinde neden tercih edilmeniz gerekti\u011fini net bi\u00e7imde anlatabildiyseniz \u015fimdi fiyat k\u0131rmak yerine o g\u00f6r\u00fc\u015fmeleri hat\u0131rlatmak isteyebilirsiniz.<\/p>\n\n\n\n
<\/p>\n","protected":false},"excerpt":{"rendered":"
Kurumsal al\u0131c\u0131lar\u0131n ayn\u0131 i\u015f i\u00e7in 3 yerden teklif istemesi yayg\u0131n bir uygulamad\u0131r. Peki siz bir i\u015f almak i\u00e7in ka\u00e7 yere teklif g\u00f6nderiyorsunuz?<\/p>\n","protected":false},"author":2,"featured_media":2747,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","inline_featured_image":false,"_uag_custom_page_level_css":"","site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"advanced_seo_description":"","jetpack_seo_html_title":"","jetpack_seo_noindex":false,"footnotes":""},"categories":[189,1],"tags":[],"class_list":["post-2723","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-satis-akademisi","category-uncategorized"],"jetpack_featured_media_url":"https:\\/\\/www.teamgram.com\\/blog\/wp-content\/uploads\/2019\/12\/3quotes2.png","spectra_custom_meta":{"_alp_processed":["1743789481"],"_edit_last":["2"],"ct_chosen_pro_video_key":[""],"ct_chosen_pro_video_display_key":["post"],"ct_chosen_pro_video_youtube_logo":["0"],"ct_chosen_pro_video_youtube_captions":["0"],"ct_chosen_pro_video_youtube_autoplay":["0"],"ct_chosen_pro_video_youtube_loop":["0"],"ct_chosen_pro_video_youtube_mute":["0"],"ct_chosen_pro_fi_size_key":["default"],"ct_chosen_pro_post_layout_key":["default"],"ct_chosen_last_updated":["default"],"_yoast_wpseo_content_score":["60"],"_thumbnail_id":["2747"],"_yoast_wpseo_primary_category":["651"],"_wp_old_date":["2020-03-09","2019-12-09"],"_yoast_wpseo_metadesc":["Kurumsal al\u0131c\u0131lar\u0131n her al\u0131m i\u00e7in 3 yerden teklif istemesi yayg\u0131n bir uygulamad\u0131r. 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Yurekli","author_link":"https:\\/\\/www.teamgram.com\\/blog\/tr\/author\/ayurekli\/"},"uagb_comment_info":0,"uagb_excerpt":"Kurumsal al\u0131c\u0131lar\u0131n ayn\u0131 i\u015f i\u00e7in 3 yerden teklif istemesi yayg\u0131n bir uygulamad\u0131r. Peki siz bir i\u015f almak i\u00e7in ka\u00e7 yere teklif g\u00f6nderiyorsunuz?","jetpack_shortlink":"https:\/\/wp.me\/pgusnm-HV","_links":{"self":[{"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/posts\/2723","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/comments?post=2723"}],"version-history":[{"count":1,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/posts\/2723\/revisions"}],"predecessor-version":[{"id":6197,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/posts\/2723\/revisions\/6197"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/media\/2747"}],"wp:attachment":[{"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/media?parent=2723"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/categories?post=2723"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/tags?post=2723"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}