{"id":4573,"date":"2021-06-14T18:53:21","date_gmt":"2021-06-14T18:53:21","guid":{"rendered":"https:\/\/www.teamgram.com\/blog\/?p=4573"},"modified":"2025-04-04T17:52:51","modified_gmt":"2025-04-04T17:52:51","slug":"satis-plani-nasil-yapilir","status":"publish","type":"post","link":"https:\\/\\/www.teamgram.com\\/blog\/tr\/satis-plani-nasil-yapilir\/","title":{"rendered":"Sat\u0131\u015f Plan\u0131 Nas\u0131l Yap\u0131l\u0131r?"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\">Peki, sat\u0131\u015f plan\u0131 nedir?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Sat\u0131\u015f plan\u0131, sat\u0131\u015f hedeflerinizi, metodolojinizi, hedef kitlenizi ve sat\u0131\u015f\u0131 engelleyebilecek potansiyel itirazlar\u0131 tan\u0131mlad\u0131\u011f\u0131n\u0131z belgedir. Ba\u015fka bir deyi\u015fle, bir sat\u0131\u015f plan\u0131, ekibiniz i\u00e7in sat\u0131\u015f hedefleri ve taktikleri ortaya koyar ve \u015firketinizin hedeflerine ula\u015fmak i\u00e7in bir y\u00f6ntem tan\u0131mlar.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Bir sat\u0131\u015f plan\u0131 \u015funlar\u0131 yapmal\u0131d\u0131r:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u015eirketinizin sat\u0131\u015f hedeflerini sat\u0131\u015f ekibinize tarif eder<\/li><li>Sat\u0131\u015f ekibiniz i\u00e7in stratejik y\u00f6n sa\u011flar<\/li><li>Sat\u0131\u015f ekibinizin kar\u015f\u0131la\u015fabilece\u011fi olas\u0131 engelleri hesaba katar<\/li><li>Sat\u0131\u015f ekibiniz i\u00e7in rolleri ve sorumluluklar\u0131 tan\u0131mlar<\/li><li>Ekibinizin hedeflere ula\u015fmas\u0131 i\u00e7in do\u011fru te\u015fvikleri olu\u015fturur<\/li><li>Sat\u0131\u015f ekibinizin performans\u0131n\u0131 ve ba\u015far\u0131s\u0131n\u0131 nas\u0131l \u00f6l\u00e7ece\u011finizi tan\u0131mlar<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Ayr\u0131nt\u0131l\u0131 bir sat\u0131\u015f plan\u0131n\u0131n bile\u015fenleri<\/h2>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Hedef kitle: <\/strong>Firman\u0131z, \u00fcr\u00fcn ve hizmetleriyle kime hizmet etmeyi hedefliyor?<\/li><li><strong>Gelir hedefleri: <\/strong>Belirli bir d\u00f6nemde her sat\u0131c\u0131n\u0131n veya ekibin ne kadar gelir getirmesi bekleniyor? Bu gelir hedeflerini tutturur veya a\u015farlarsa ne olur? Bunu ba\u015faramazlarsa ne olur?<\/li><li><strong>Sat\u0131\u015f s\u00fcreci:<\/strong> Ekibinizin gelir hedeflerine ula\u015fmak i\u00e7in ger\u00e7ekle\u015ftirece\u011fi belirli eylemler nelerdir?<\/li><li><strong>Fiyatland\u0131rma: <\/strong>Ne sat\u0131yorsunuz? Nas\u0131l bir fiyatlama stratejisi izliyorsunuz?<\/li><li><strong>Rekabet ortam\u0131: <\/strong>Nas\u0131l bir sekt\u00f6rdesiniz? Ba\u015fl\u0131ca rakipleriniz kimler? Kendinizi di\u011ferlerinden nas\u0131l ayr\u0131\u015ft\u0131r\u0131yorsunuz?<\/li><li><strong>Organizasyon yap\u0131s\u0131:<\/strong> Ekibinizdeki ki\u015filerin rolleri ve sorumluluklar\u0131 nelerdir?&nbsp;<\/li><li><strong>Ara\u00e7lar ve Veri Toplama:<\/strong> Sat\u0131\u015f aktivitelerinizi nas\u0131l takip edeceksiniz? Hedefleri tan\u0131mlamak, sat\u0131\u015f hatt\u0131n\u0131 ve performans\u0131 izlemek i\u00e7in hangi CRM&#8217;i kullanacaks\u0131n\u0131z? (<a href=\"https:\/\/www.teamgram.com\/main\/tr\/\">TeamGram CRM hakk\u0131nda daha fazla bilgi edinin<\/a>)<\/li><li><strong>\u0130tirazlar\u0131 ele alma stratejileri:<\/strong> Zamanla benzer m\u00fc\u015fterilerin benzer itirazlar\u0131 oldu\u011funu g\u00f6receksiniz. Bu itirazlar\u0131 grupland\u0131r\u0131n ve sat\u0131\u015f ekibinizin bu yayg\u0131n engelleri nas\u0131l ele almas\u0131n\u0131 istedi\u011finizi belirleyin.<\/li><li><strong>Performans metrikleri:<\/strong> Organizasyonunuzda ekip ve bireysel performans nas\u0131l \u00f6l\u00e7\u00fclecek? Sat\u0131\u015f plan\u0131nda ba\u015far\u0131y\u0131 ne kadar \u00e7ok \u00f6l\u00e7erseniz, o kadar iyidir.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Art\u0131k bir sat\u0131\u015f plan\u0131n\u0131n bile\u015fenlerini ele ald\u0131\u011f\u0131m\u0131za g\u00f6re, detaylara inebiliriz.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Hedef kitle<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Hedef kitlenizi nas\u0131l tan\u0131mlad\u0131\u011f\u0131n\u0131z, m\u00fc\u015fterileriniz hakk\u0131nda ne kadar veriye sahip oldu\u011funuza ba\u011fl\u0131 olarak de\u011fi\u015febilir.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Ge\u00e7mi\u015f sat\u0131\u015f verileri olan k\u00f6kl\u00fc bir \u015firket i\u00e7in \u00e7al\u0131\u015f\u0131yorsan\u0131z:<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ge\u00e7mi\u015f sat\u0131\u015f verilerini toplayarak ba\u015flay\u0131n. \u015eirketinizin \u00fcr\u00fcnleri ve hizmetleri i\u00e7in ideal olan belirli m\u00fc\u015fteri segmentlerini g\u00f6zlemleyin.<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Sat\u0131\u015f d\u00f6ng\u00fcn\u00fcz bir grup m\u00fc\u015fteri i\u00e7in \u00f6zellikle k\u0131sa m\u0131?<\/li><li>Bir grup m\u00fc\u015fteri i\u00e7in kay\u0131p oran\u0131 d\u00fc\u015f\u00fck m\u00fc?<\/li><li>Ortalama kazanc\u0131n\u0131z farkl\u0131 m\u00fc\u015fteri gruplar\u0131 icin nasil farkl\u0131l\u0131k g\u00f6steriyor?<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Verilerle ilgili bir hikayeniz oldu\u011funda, deneyimlerinin verilerle nas\u0131l \u00f6rt\u00fc\u015ft\u00fc\u011f\u00fcn\u00fc g\u00f6rmek i\u00e7in sat\u0131\u015f ekibinizle g\u00f6r\u00fc\u015f\u00fcn. Ard\u0131ndan, ideal m\u00fc\u015fterinizin neye benzedi\u011fini yan\u0131tlamak i\u00e7in ikisini birle\u015ftirip birle\u015ftiremeyece\u011finize bak\u0131n.<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u0130deal m\u00fc\u015fteriler belirli bir sekt\u00f6rdeler mi? Belli bir boyuttalar m\u0131?<\/li><li>Sat\u0131\u015f yapt\u0131\u011f\u0131n\u0131z ki\u015filerin \u00e7al\u0131\u015ft\u0131klar\u0131 i\u015fte belirli bir pozisyonu var m\u0131?<\/li><li>Size \u00f6zel ihtiya\u00e7larla m\u0131 geliyorlar?<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Analiz edilecek tonlarca sat\u0131\u015f veriniz veya g\u00f6r\u00fc\u015febilece\u011finiz sat\u0131\u015f temsilciniz yoksa<\/strong>, \u015fu soruyu sorarak ba\u015flay\u0131n: \u00dcr\u00fcnlerimiz ve hizmetlerimiz i\u00e7in kimler uygun olabilir? Buldu\u011funuz cevap do\u011fru olmayabilir, ancak sat\u0131\u015f \u00e7abalar\u0131n\u0131z\u0131 odaklamak i\u00e7in belirli bir hedef pazar tan\u0131mlayacakt\u0131r.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Gelir Hedefleri ve Performans Metrikleri<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u0130yi tan\u0131mlanm\u0131\u015f gelir hedefleri, sat\u0131\u015f plan\u0131n\u0131n \u00f6nemli bir bile\u015fenidir. Hedef takip \u00f6zelliklerine sahip CRM yaz\u0131l\u0131m\u0131n\u0131 kullanarak farkl\u0131 ekipler veya bireyler i\u00e7in ayl\u0131k, \u00e7eyreklik ve y\u0131ll\u0131k hedefler tan\u0131mlayabilirsiniz. Herhangi bir sat\u0131\u015f raporu i\u00e7in uzun toplant\u0131lara gerek kalmadan ilerlemeyi ger\u00e7ek zamanl\u0131 olarak takip edebilirsiniz.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Sat\u0131\u015f ekibinin performans\u0131na ili\u015fkin g\u00f6r\u00fcn\u00fcrl\u00fc\u011fe sahip olmak, sat\u0131\u015f liderlerinin ilerlemeyi izlemelerine ve \u00e7ok ge\u00e7 olmadan harekete ge\u00e7melerine olanak tan\u0131r.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Gelir hedeflerinizi tan\u0131mlayarak ba\u015flay\u0131n ve ard\u0131ndan hedeflerinize ula\u015fmak i\u00e7in gerekli olan kotalar\u0131, sat\u0131\u015f faaliyetlerini ve organizasyon yap\u0131s\u0131n\u0131 belirleyin.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"894\" height=\"549\" src=\"https:\\/\\/www.teamgram.com\\/blog\/wp-content\/uploads\/2025\/04\/target_TR.png\" alt=\"\" class=\"wp-image-4574\"\/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Gelir hedefleri i\u015fletmeniz i\u00e7indir, ancak ekibinizdeki bireyler i\u00e7in ula\u015f\u0131lamaz veya \u00e7ok b\u00fcy\u00fck g\u00f6r\u00fcnebilirler. \u0130yi bir sat\u0131\u015f plan\u0131, her bir tak\u0131m oyuncusunun ne yapmas\u0131 gerekti\u011fini ve \u015firketin gelir hedeflerine ula\u015fmas\u0131 i\u00e7in gereken ki\u015fisel hedefleri de netle\u015ftirecektir.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00d6rne\u011fin, kurulu\u015funuzdaki bir sat\u0131\u015f geli\u015ftirme temsilcisi, kurulu\u015fun sonraki \u00e7eyrekte nas\u0131l %30 b\u00fcy\u00fcyece\u011fini anlayamayabilir. Ancak, g\u00fcnde 10 sat\u0131\u015f randevusu almak bu ki\u015fi i\u00e7in ula\u015f\u0131labilir bir hedef olabilir.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Sat\u0131\u015f S\u00fcreci<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Sat\u0131\u015f s\u00fcreci, bir m\u00fc\u015fteri aday\u0131n\u0131 fark\u0131ndal\u0131\u011f\u0131n erken bir a\u015famas\u0131ndan \u00f6deme yapan bir m\u00fc\u015fteriye d\u00f6n\u00fc\u015fmesine kadar sat\u0131\u015f ekibinizin att\u0131\u011f\u0131 tekrarlanabilir ad\u0131mlar dizisi olarak tan\u0131mlanabilir.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Her ekip \u00fcyesi, sat\u0131\u015f yolculu\u011funun ba\u015f\u0131ndan sonuna kadar olan a\u015famalar\u0131 anlamal\u0131d\u0131r.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u0130\u015fte TeamGram&#8217;da tan\u0131mlanan bir sat\u0131\u015f s\u00fcreci \u00f6rne\u011fi: Nitelikli bir m\u00fc\u015fteri aday\u0131 soldan sa\u011fa ne kadar ilerlerse, sat\u0131n almaya o kadar yak\u0131n olur. S\u00fcrecin, sunum yapma, fiyat teklifi verme veya s\u00f6zle\u015fme imzalama gibi iyi tan\u0131mlanm\u0131\u015f a\u015famalar\u0131 vard\u0131r. Bu ad\u0131mlar, m\u00fc\u015fteri veya sat\u0131\u015f eleman\u0131 kim olursa olsun, sat\u0131\u015f s\u00fcrecinin bir par\u00e7as\u0131 olarak tekrarlan\u0131r.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-vimeo wp-block-embed-vimeo wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Sat\u0131\u015f S\u00fcreci Nedir?\" src=\"https:\/\/player.vimeo.com\/video\/519325304?dnt=1&amp;app_id=122963\" width=\"500\" height=\"281\" frameborder=\"0\" allow=\"autoplay; fullscreen; picture-in-picture; clipboard-write; encrypted-media\"><\/iframe>\n<\/div><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">\u00c7o\u011fu sat\u0131\u015f ekibi benzer bir s\u00fcre\u00e7ten ge\u00e7tiklerinin fark\u0131nda olsa da, \u00e7ok az\u0131 bunu standartla\u015ft\u0131r\u0131r. Standartla\u015ft\u0131r\u0131lm\u0131\u015f bir sat\u0131\u015f s\u00fcreci, ekibiniz b\u00fcy\u00fcrken sat\u0131\u015f performans\u0131n\u0131 \u00f6l\u00e7meyi, tahminler yapmay\u0131 ve y\u00f6netmeyi \u00f6nemli \u00f6l\u00e7\u00fcde iyile\u015ftirebilir.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Fiyatland\u0131rma ve Rekabet Ortam\u0131<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Fiyatland\u0131rma konu\u015fmalar\u0131 \u00e7ok karma\u015f\u0131k hale gelebilir. \u00dcr\u00fcn\u00fcn\u00fcz\u00fcn fiyatland\u0131rmas\u0131, \u015firketinizin sa\u011flad\u0131\u011f\u0131 de\u011fer hakk\u0131nda d\u00fcnyaya yans\u0131tt\u0131\u011f\u0131 tart\u0131\u015fmas\u0131z en \u00f6nemli sinyaldir. Bu nedenle, sat\u0131\u015f plan\u0131n\u0131z, fiyatland\u0131rman\u0131z\u0131n nas\u0131l \u00e7al\u0131\u015ft\u0131\u011f\u0131n\u0131 \u00f6zetlemeli ve fiyatland\u0131rman\u0131n pazar konumunuzu nas\u0131l etkiledi\u011fi sat\u0131\u015f plan\u0131nda belirtilmelidir.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Sat\u0131\u015f ekibiniz, m\u00fc\u015fterileri fiyata tak\u0131lmak yerine yat\u0131r\u0131m getirisi hakk\u0131nda d\u00fc\u015f\u00fcnmeye te\u015fvik etmelidir. Yat\u0131r\u0131m getirisini kan\u0131tlayabilmek, sat\u0131c\u0131lar\u0131n konu\u015ftuklar\u0131 ki\u015fiye kar\u015f\u0131la\u015ft\u0131klar\u0131 sorunlar\u0131 de\u011ferlendirmeleri ve \u00f6l\u00e7meleri i\u00e7in rehberlik edecek do\u011fru sorular\u0131 sormas\u0131n\u0131 gerektirir.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Benzer \u015fekilde, rakiplerin fiyatland\u0131rmas\u0131n\u0131n iyi anla\u015f\u0131lmas\u0131 \u00e7ok \u00f6nemlidir. Sat\u0131\u015f ekibiniz, \u015firketiniz ve \u00fcr\u00fcnlerinizin rekabet ortam\u0131ndaki konumunu net bir \u015fekilde m\u00fc\u015fteri adaylar\u0131na a\u00e7\u0131klayabilmelidir.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Organizasyon yap\u0131s\u0131<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Sat\u0131\u015f plan\u0131n\u0131z, herkesin rollerini ve sorumluluklar\u0131n\u0131 belirleyen bir organizasyon yap\u0131s\u0131 i\u00e7ermelidir. Bu bir\u00e7ok fakt\u00f6re ba\u011fl\u0131 olabilir. Sat\u0131\u015f ekibinin organizasyonunda yayg\u0131n kullan\u0131lan y\u00f6ntemlerden d\u00f6rd\u00fc a\u015fa\u011f\u0131daki gibidir:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Co\u011frafi b\u00f6lgeye g\u00f6re<\/li><li>\u00dcr\u00fcn ve hizmetlere g\u00f6re<\/li><li>M\u00fc\u015fteri boyutuna g\u00f6re<\/li><li>End\u00fcstriye g\u00f6re<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Her pozisyonun rol ve sorumluluklar\u0131n\u0131, performans\u0131n nas\u0131l \u00f6l\u00e7\u00fcld\u00fc\u011f\u00fcn\u00fc ve te\u015fviklerin nas\u0131l \u00e7al\u0131\u015ft\u0131\u011f\u0131n\u0131 (maa\u015f, komisyon, kariyer yolu) tan\u0131mlay\u0131n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ekibi b\u00fcy\u00fctmeyi planl\u0131yorsan\u0131z, i\u015fe almay\u0131 planlad\u0131\u011f\u0131n\u0131z \u00e7al\u0131\u015fan say\u0131s\u0131, bu ki\u015filerin rolleri ve ne zaman i\u015fe almay\u0131 planlad\u0131\u011f\u0131n\u0131z hakk\u0131nda bilgi verin.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Ara\u00e7lar ve Veri Toplama<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Gelir hedeflerini ve performans \u00f6l\u00e7\u00fcmlerini tan\u0131mlad\u0131n\u0131z. Ekip \u00fcyelerinizin rollerini ve sorumluluklar\u0131n\u0131 tan\u0131mlad\u0131n\u0131z. \u015eimdi her \u015feyi nas\u0131l takip edece\u011finize bakalim.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hangi CRM sistemini kullanaca\u011f\u0131n\u0131za karar vermek \u015firketiniz i\u00e7in b\u00fcy\u00fck bir karard\u0131r. Bir CRM kullanarak \u015funlar\u0131 hedefliyor olacaks\u0131n\u0131z:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Sat\u0131\u015f s\u00fcrecinize g\u00f6r\u00fcn\u00fcrl\u00fck sa\u011flamak<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>Etkin ekip \u00e7al\u0131\u015fmas\u0131 i\u00e7in ortam haz\u0131rlamak<\/li><li>Sat\u0131\u015f ekibinizin zaman\u0131n\u0131 optimize etmek<\/li><li>M\u00fc\u015fteri ili\u015fkilerinizi beslemek<\/li><li>Raporlamay\u0131 otomatikle\u015ftirmek ve performans\u0131 izlemek<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">\u00d6zelle\u015ftirilebilir bir CRM \u00e7\u00f6z\u00fcm\u00fc se\u00e7mek, kurumsal ihtiya\u00e7lar\u0131n\u0131z\u0131 kar\u015f\u0131laman\u0131za olanak tan\u0131r. Ancak soru, sadece hangi CRM&#8217;in sizin i\u00e7in do\u011fru oldu\u011fu de\u011fil, ayn\u0131 zamanda nas\u0131l kullan\u0131laca\u011f\u0131d\u0131r. \u0130\u015fte burada veri toplama par\u00e7as\u0131 devreye giriyor. Baz\u0131 sat\u0131\u015f liderleri &#8220;CRM sistemimizde bilgisi yoksa, bu ger\u00e7ekten oldu mu?&#8221; ifadesini kullan\u0131rlar. Veri giri\u015fi konusunda bu kadar kat\u0131 olmasan\u0131z bile, sat\u0131\u015f ekibiniz taraf\u0131ndan sat\u0131\u015f verilerinin ne zaman, nas\u0131l ve nerede girilmesi gerekti\u011fi konusunda net y\u00f6nergeler sa\u011flad\u0131\u011f\u0131n\u0131zdan emin olun.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u0130tiraz Y\u00f6netimi&nbsp;<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Sat\u0131\u015f ekibinizi zor durumlarla ba\u015fa \u00e7\u0131kmaya \u00f6nceden haz\u0131rlamal\u0131s\u0131n\u0131z.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>&#8220;\u00dcr\u00fcn\u00fcn\u00fcz \u00e7ok pahal\u0131!&#8221;<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>&#8220;Bir rakipten daha iyi bir fiyat ald\u0131m.&#8221;<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>&#8220;\u0130htiyac\u0131ma uygun oldu\u011funu d\u00fc\u015f\u00fcnm\u00fcyorum.&#8221;<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>&#8220;Belki \u015fu anda de\u011fil. \u00dc\u00e7 ay sonra tekrar g\u00f6r\u00fc\u015felim.&#8221;<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Bunlardan herhangi biri size tan\u0131d\u0131k geliyor mu? M\u00fc\u015fterilerden duydu\u011funuz mazeret ve itirazlar spesifik ve birbirinden farkl\u0131 olabilir. Ancak, bunlar\u0131 genellikle a\u015fa\u011f\u0131dakilerden biriyle \u00f6zetleyebiliriz:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>G\u00fcven eksikli\u011fi<\/li><li>B\u00fct\u00e7e Eksikli\u011fi<\/li><li>\u0130htiya\u00e7 Eksikli\u011fi<\/li><li>Yetki Eksikli\u011fi<\/li><li>Aciliyet Eksikli\u011fi<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Sat\u0131\u015f ekibinizin bu itirazlar\u0131 ele almas\u0131 i\u00e7in bir yakla\u015f\u0131m geli\u015ftirin. Sat\u0131\u015f temsilcilerini yayg\u0131n itirazlara nas\u0131l yakla\u015fmalar\u0131 gerekti\u011fini \u00f6\u011freterek daha iyi sonu\u00e7lar elde edebileceksiniz.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>\u0130tirazlar\u0131n ele al\u0131nmas\u0131 i\u00e7in profesyonel ipucu:<\/strong> Sat\u0131\u015flar\u0131n kay\u0131p nedenlerini kaydetmenize izin veren bir CRM kullan\u0131n. Ge\u00e7mi\u015fte f\u0131rsatlar\u0131 neden ka\u00e7\u0131rd\u0131\u011f\u0131n\u0131z\u0131 analiz etmek, gelece\u011fe daha iyi haz\u0131rlanman\u0131za yard\u0131mc\u0131 olabilir.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u00d6zet<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u00d6zetle, bir sat\u0131\u015f plan\u0131 sat\u0131\u015f hedeflerinizi, metodolojinizi, hedef kitlenizi ve potansiyel engellerinizi tan\u0131mlar. Bir sat\u0131\u015f plan\u0131 olu\u015fturmak zaman al\u0131r. Ama sat\u0131\u015f plan\u0131n\u0131z bir kere olu\u015ftuktan sonra i\u015finiz kolayla\u015f\u0131r. Mevcut plan\u0131 gerektik\u00e7e g\u00fcncelleyerek ilerleyebilirsiniz.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sat\u0131c\u0131lar hakk\u0131ndaki \u00f6nyarg\u0131lar ger\u00e7eklikten uzak olabilir. G\u00fc\u00e7l\u00fc ego, karizma, ger\u00e7ek\u00e7i olmayan vaatler ve a\u015f\u0131r\u0131 d\u0131\u015fa d\u00f6n\u00fck ki\u015filikler, sat\u0131\u015f g\u00f6revlileriyle ilgili yayg\u0131n kli\u015felerdir. <\/p>\n<p>Ger\u00e7ekte ba\u015far\u0131l\u0131 sat\u0131c\u0131lar, san\u0131landan \u00e7ok daha analitik ve stratejik d\u00fc\u015f\u00fcn\u00fcrler. Ni\u015fan almadan ate\u015f etmezler. Her zaman bir planlar\u0131 vard\u0131r. Bu plana, sat\u0131\u015f plan\u0131 diyoruz.<\/p>\n","protected":false},"author":2,"featured_media":4560,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"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,"jetpack_seo_schema_type":"","_wpcom_ai_launchpad_first_post":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[189,180],"tags":[],"class_list":["post-4573","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-satis-akademisi","category-uncategorized-tr"],"spectra_custom_meta":{"_alp_processed":["1743789171"],"_thumbnail_id":["4560"],"_yoast_wpseo_metadesc":["Sat\u0131\u015f plan\u0131, sat\u0131\u015f hedeflerinizi, metodolojinizi, hedef kitlenizi ve sat\u0131\u015f\u0131 engelleyebilecek potansiyel itirazlar\u0131 tan\u0131mlad\u0131\u011f\u0131n\u0131z belgedir. 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Yurekli","author_link":"https:\\/\\/www.teamgram.com\\/blog\/tr\/author\/ayurekli\/"},"uagb_comment_info":0,"uagb_excerpt":"Sat\u0131c\u0131lar hakk\u0131ndaki \u00f6nyarg\u0131lar ger\u00e7eklikten uzak olabilir. G\u00fc\u00e7l\u00fc ego, karizma, ger\u00e7ek\u00e7i olmayan vaatler ve a\u015f\u0131r\u0131 d\u0131\u015fa d\u00f6n\u00fck ki\u015filikler, sat\u0131\u015f g\u00f6revlileriyle ilgili yayg\u0131n kli\u015felerdir. Ger\u00e7ekte ba\u015far\u0131l\u0131 sat\u0131c\u0131lar, san\u0131landan \u00e7ok daha analitik ve stratejik d\u00fc\u015f\u00fcn\u00fcrler. Ni\u015fan almadan ate\u015f etmezler. Her zaman bir planlar\u0131 vard\u0131r. Bu plana, sat\u0131\u015f plan\u0131 diyoruz.","jetpack_shortlink":"https:\/\/wp.me\/pgusnm-1bL","jetpack_featured_media_url":"https:\\/\\/www.teamgram.com\\/blog\/wp-content\/uploads\/2021\/06\/Sales-Plan.png","_links":{"self":[{"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/posts\/4573","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=4573"}],"version-history":[{"count":2,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/posts\/4573\/revisions"}],"predecessor-version":[{"id":7883,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/posts\/4573\/revisions\/7883"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/media\/4560"}],"wp:attachment":[{"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/media?parent=4573"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/categories?post=4573"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\\/\\/www.teamgram.com\\/blog\/tr\/wp-json\/wp\/v2\/tags?post=4573"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}